Move The Sales Needle Podcast

by Tim Haller - Stephen Keys

Move The Sales Needle Podcast
  • Language: eng
  • Episodes: 15
  • Last: 17 Dec 2012
Sales Gauge offers training engagements that correspond to each stage of the sales pipeline. Whether your sales team is in need of prospecting techniques, negotiation strategies or looking for better ways to get to close, Sales Gauge delivers training sessions that MOVE THE NEEDLE and enable your organization to recognize greater revenues. Sales-Gauge President Tim Haller has over 25 years of sales and sales management experience. He has delivered training and consulting to Fortune 100 clients across a variety of industries, including technology, business services, travel/leisure and biotechnology. Tim has trained hundreds of sales professionals to close business through the use of effective sales prospecting, negotiation, and closing techniques. Managing Director Stephen Keys is a Learning & Development consultant who specializes in Business Development, Sales and Sales Management at every operational and executive level. His work has been extremely well received across many of the world’s top organisations and it focuses on the development of habitual every day practices that will make anyone who is receptive to change hugely successful. His love of sales, sales people and the sales process has enabled him to deliver highly successful training programmes for customers and trusted partners in top companies right around the world. Most recently for Gartner, Symantec, SAP, Forrester, Dow Chemicals, Lloyds TSB and Vodafone.

Episodes (15)

  • Inspiring Great Sales Leadership
    Inspiring Great Sales Leadership
    Play
    Published: 17 Dec 2012 Duration: 05:57
    Effective Sales Management and Coaching Improving and encouraging requires some specific sales and communications skills. A great sales manager is able to demonstrate effective performance rather than speak in generalities. In this podcast... Read more →
    Effective Sales Management and Coaching Improving and encouraging requires some specific sales and communications skills. A great sales manager is able to demonstrate effective performance rather than speak in generalities. In this podcast... Read more →

  • Planning for the New Year MTSN-049
    Planning for the New Year MTSN-049
    Play
    Published: 10 Dec 2012 Duration: 05:27
    Making the Best of Your Year End If you have had a good year and hit your targets, it’s time to connect with your marketing counterpart. Revenue Marketing: Tell your marketing team what’s going to align with their program for the coming ye... Read more →
    Making the Best of Your Year End If you have had a good year and hit your targets, it’s time to connect with your marketing counterpart. Revenue Marketing: Tell your marketing team what’s going to align with their program for the coming ye... Read more →

  • Closing Executives MTSN-048
    Closing Executives MTSN-048
    Play
    Published: 3 Dec 2012 Duration: 06:04
    Closing Along Above the Line Realignment to business and personal value is an essential component of closing executives. Tim provides an example of an authoritative close – that did not turn out well. From that experience, Tim learned how ... Read more →
    Closing Along Above the Line Realignment to business and personal value is an essential component of closing executives. Tim provides an example of an authoritative close – that did not turn out well. From that experience, Tim learned how ... Read more →

  • Hard Closing Questions MTSN-047
    Hard Closing Questions MTSN-047
    Play
    Published: 26 Nov 2012 Duration: 05:46
    Putting Your Customer into Mild State of Discomfort Your choice of Hard and Soft closes depend upon where the prospect is above or below the power line. Using the wrong form of close will not give you results either above or below the line... Read more →
    Putting Your Customer into Mild State of Discomfort Your choice of Hard and Soft closes depend upon where the prospect is above or below the power line. Using the wrong form of close will not give you results either above or below the line... Read more →

  • How to Close Business This Year MTSN-046
    How to Close Business This Year MTSN-046
    Play
    Published: 18 Nov 2012 Duration: 05:14
    Are You Closing Power ? Your close will vary, depending upon the relationship with the power line. At least two buying signals must be present before your close. First, they are expanding the buying audience, and begin to use your vernacul... Read more →
    Are You Closing Power ? Your close will vary, depending upon the relationship with the power line. At least two buying signals must be present before your close. First, they are expanding the buying audience, and begin to use your vernacul... Read more →

  • Emotional Drivers in the Sales Process MTSN-045
    Emotional Drivers in the Sales Process MTSN-045
    Play
    Published: 11 Nov 2012 Duration: 05:29
    Why Do People Buy ? The sale includes both personal and business value. Critical Business Issues (CBI) are why you are playing the game. But, do you really know what the business value is that your solution addresses ? It is necessary to a... Read more →
    Why Do People Buy ? The sale includes both personal and business value. Critical Business Issues (CBI) are why you are playing the game. But, do you really know what the business value is that your solution addresses ? It is necessary to a... Read more →

  • Planning to Close Business MTSN-044
    Planning to Close Business MTSN-044
    Play
    Published: 3 Nov 2012 Duration: 04:49
    A Strong Plan for Engaging Effectively with Purchasing After there is an understanding of the current situation and future state – plus agreement from the prospect to buy – there is a process . Don’t take it for granted. There is a sequenc... Read more →
    A Strong Plan for Engaging Effectively with Purchasing After there is an understanding of the current situation and future state – plus agreement from the prospect to buy – there is a process . Don’t take it for granted. There is a sequenc... Read more →

  • Closing: Are you Aligned With Power ? MTSN-043
    Closing: Are you Aligned With Power ? MTSN-043
    Play
    Published: 27 Oct 2012 Duration: 05:35
    Testing Power at All Stages Those who have power are hard to connect with. They are very busy and unless they are highly organized are difficult to get to meetings. They make decisions quickly and firmly – but if they don’t engage with you... Read more →
    Testing Power at All Stages Those who have power are hard to connect with. They are very busy and unless they are highly organized are difficult to get to meetings. They make decisions quickly and firmly – but if they don’t engage with you... Read more →

  • Positioning Solutions to Prospects During Discovery MTSN-042
    Positioning Solutions to Prospects During Discovery MTSN-042
    Play
    Published: 21 Oct 2012 Duration: n/a
    Solutions are Not Products How do you present options to clients ? Before your get to that step, you have to get the basic product sold. You need to be able to tell your prospect how clients have been able to solve problems using your prod... Read more →
    Solutions are Not Products How do you present options to clients ? Before your get to that step, you have to get the basic product sold. You need to be able to tell your prospect how clients have been able to solve problems using your prod... Read more →

  • Sales Discovery Prompter Part 2 MTSN-041
    Sales Discovery Prompter Part 2 MTSN-041
    Play
    Published: 13 Oct 2012 Duration: 05:50
    DIscovery – the Key to Making More Money You have been trained to go for pain – but if you think that you can find bigger opportunities because people are in pain you may want to think about reasons why people will buy anything. Pain is on... Read more →
    DIscovery – the Key to Making More Money You have been trained to go for pain – but if you think that you can find bigger opportunities because people are in pain you may want to think about reasons why people will buy anything. Pain is on... Read more →

  • Discovery Prompter for Using LinkedIn MTSN-040
    Discovery Prompter for Using LinkedIn MTSN-040
    Play
    Published: 6 Oct 2012 Duration: 05:37
    Using Linked-In to Determine Relationship Power BEFORE the meeting LInked In is a powerful tool to determine a lot about your prospect. The first indicator is the number of connections: A shallow LinkedIn Profile with 18 connections could ... Read more →
    Using Linked-In to Determine Relationship Power BEFORE the meeting LInked In is a powerful tool to determine a lot about your prospect. The first indicator is the number of connections: A shallow LinkedIn Profile with 18 connections could ... Read more →

  • Understanding Meeting Drivers MTSN-039
    Understanding Meeting Drivers MTSN-039
    Play
    Published: 30 Sep 2012 Duration: 05:32
    What Motivates your Clients ? There’s an underlying motive that your prospects have – and it is your job to uncover the motivation that they have for taking a meeting. What is the meeting driver ? Why do they choose to meet with you ? Meet... Read more →
    What Motivates your Clients ? There’s an underlying motive that your prospects have – and it is your job to uncover the motivation that they have for taking a meeting. What is the meeting driver ? Why do they choose to meet with you ? Meet... Read more →

  • Using Execs in the Discovery Process MTSN-038
    Using Execs in the Discovery Process MTSN-038
    Play
    Published: 23 Sep 2012 Duration: 05:37
    If you have an executive from your company to join you on a sales call, you need to brief your execs, and give them a one or two page summary before you start towards the account. Make sure that you include information on reporting relatio... Read more →
    If you have an executive from your company to join you on a sales call, you need to brief your execs, and give them a one or two page summary before you start towards the account. Make sure that you include information on reporting relatio... Read more →

  • Google Fu Tactics on Linkedin and Twitter Episode MTSN-037
    Google Fu Tactics on Linkedin and Twitter Episode MTSN-037
    Play
    Published: 16 Sep 2012 Duration: 05:42
    Google Fu Part 2 Email intelligence: Finding the email convention of the target company is a straight forward search string, but seldom used to full advantage. Almost all large companies have an official template for email accounts such as... Read more →
    Google Fu Part 2 Email intelligence: Finding the email convention of the target company is a straight forward search string, but seldom used to full advantage. Almost all large companies have an official template for email accounts such as... Read more →

  • More Sales in the Last Quarter Episode MTSN-036
    More Sales in the Last Quarter Episode MTSN-036
    Play
    Published: 8 Sep 2012 Duration: 05:10
    Don’t Hunt Elephants when you only have time for hunting Small Game. Pipeline management: As the fiscal year begins to close, top performing sales people and managing their work in a way that ensures they have extracted every bit of value ... Read more →
    Don’t Hunt Elephants when you only have time for hunting Small Game. Pipeline management: As the fiscal year begins to close, top performing sales people and managing their work in a way that ensures they have extracted every bit of value ... Read more →

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