Sales Podcasts BusinessWeek -- Savvy Selling Every Friday "Savvy Selling" columnist Michelle Nichols answers questions submitted by readers looking for advice on ways to sell more effectively. Nichols enlists the help of her far-flung network of gurus & sales experts to offer immediate solutions Four Key Skills for Salespeople Veteran sales trainer Jim Jacobus discusses the four essential characteristics salespeople need to improve their selling skills and explains how to develop them. With Michelle Nichols, Savvy Selling columnist and podcast host Using Barter to Sell More Don Mardak discusses with Michelle Nichols, Savvy Selling columnist and podcast host, how using a barter exchange can help companies grow their sales Building a Sales Support System Motivational speaker Ruben Gonzalez talks with Michelle Nichols, Savvy Selling columnist and podcast host, about how the skills he learned in the Olympics apply to sales Selling with Jigsaw and LinkedIn Jigsaw CEO and co-founder Jim Fowler and Scott Allen, co-author of "The Virtual Handshake: Opening Doors and Closing Deals Online," talk to Savvy Selling columnist and podcast host Michelle Nichols about using Jigsaw and LinkedIn for selling How to Renegotiate Consultant and author Marc Freeman talks with Michelle Nichols, Savvy Selling columnist and podcast host, about his five principles for successful renegotiating Taking More Action When Selling Jeb Blount, author of "PowerPrinciples" and founder of the sales training firm Sales Gravy, discusses strategies with Michelle Nichols, Savvy Selling columnist and podcast host, to help salespeople get started, set goals, and overcome fears Customer Relationship Management software Susan Clark tells Michelle Nichols, Savvy Selling columnist and podcast host, about the 10 critical mistakes salespeople make with CRM (Customer Relationship Management software) Selling with Technology Focus on relationships, not technology, but be aware of the role gadgets and other platforms can play. That's the message for salespeople from marketing coach Terry Brock, president of Orlando.s Achievement Systems, in his interview with BW Savvy Selling columnist Michelle Nichols Creating More Value for Customers Mark Sanborn, author of bestseller, The Fred Factor, chats with Michelle Nichols, Savvy Selling columnist and podcast host, about interactions salespeople have with their customers. He offers ideas on creating more value for customers to increase sales and referrals The Leader.s Role in Selling The founder of Burnett Staffing Specialists explains how her roles as deal closer, cheerleader, industry leader, award winner, and community member helped contribute to her company.s sales success Showing Off When Selling Author Joe Calloway talks with Michelle Nichols, Savvy Selling columnist and podcast host, about why having fun and "showing off" on the job is good for customers Turning the Sales Funnel Upside Down Ron Hubsher talks with Michelle Nichols, Savvy Selling columnist and podcast host, about why the traditional "sales funnel" concept should be turned upside down so salespeople have the time and resources to spend with prospective customers who are more likely to buy Time to Stop Cold Calling Author and sales consultant Joanne Black talks with Savvy Selling columnist and podcast host Michelle Nichols about strategies for creating a referral-based business Using What You Know About Baseball to Sell More Sales trainer and author Dave Kurlan talks with Savvy Selling columnist and podcast host Michelle Nichols about using what you know about baseball to sell more Giving Sales Presentations that Work Sales trainer and author Terri Sjodin shares strategies with Savvy Selling columnist and podcast host Michelle Nichols to improve sales presentations and close more deals Talking About Costs to Close the Sale Sales consultant and author Jeff Thull shares strategies with Savvy Selling columnist and podcast host Michelle Nichols on how to talk persuasively about costs with customers to help close the sale Bringing in New Customers and Clients Author Jeffrey Fox discusses 10 tips for bringing in and keeping new customers and clients with Savvy Selling columnist Michelle Nichols Increasing a Salesperson.s Appeal Dr. Tony Alessandra says a salesperson's charisma is more important today than ever as customers become more image conscious. He talks with Savvy Selling columnist and podcast host Michelle Nichols about how to develop charisma and use it during sales Using Golf to Increase Sales Sales trainer and consultant Laura Posey explains why spending time on the golf course with customers or prospects can have a significant return on investment Lessons from a Sales Contest Winner Nate Scholz, winner of the 2007 National Collegiate Sales Competition, and Jack Calabrese, director of hiring and training at Liberty Mutual, discuss the key traits for sales success with Savvy Selling columnist Michelle Nichols Deal Breaker or No Big Deal? Mark Hunter, president of Omaha-based sales consulting firm The Sales Hunter, shares with Savvy Selling columnist Michelle Nichols his strategies on how to distinguish between a prospective customer's minor concerns vs. major deal breakers Selling on YouTube Author Eli Davidson shares strategies with Savvy Selling columnist and podcast host Michelle Nichols on using YouTube as a sales tool Setting Prices Jon Manning, founder of Australia.s Sans Prix pricing consultancy, shares strategies with Savvy Selling columnist and podcast host Michelle Nichols on how to set prices and convince your customers to accept them Developing Relationships with Longtime Customers Michelle Nichols, BW.com Savvy Selling columnist talks to John Jantsch, author of "Duct Tape Marketing" about strategies to increase repeat sales Selling to Multimillionaires Nadine Wong, an executive director with Morgan Stanley.s Private Wealth Management division, offers strategies for selling to high net-worth clients The Secrets to Cold Calling Warren Greshes, motivational speaker and author of "The Best Damn Sales Book Ever," shares strategies for more effective sales prospecting with Michelle Nichols, BW.com Savvy Selling columnist and podcast host. Greshes also offers a story of how one man sold a $100 million life insurance policy through cold calling Ethics for Salespeople Savvy Selling Columnist Michelle Nichols asks veteran business ethics consultant Frank C. Bucaro for his strategies to achieve success while maintaining integrity Giving More Money to the Sales Side Maureen Blandford, founder of the Mind Time Group in Dayton, Ohio, speaks with Michelle Nichols, Savvy Selling columnist and podcast host, on reasons why business-to-business organizations should spend less on marketing and more on sales to increase revenues Sell It with a Story Doug Stevenson, president of Story Theater International, offers Savvy Selling columnist and podcast host Michelle Nichols his strategies on using storytelling to make more sales Selling to the Federal Government Gloria Berthold, founder of Targetgov.com, shares her insights with Savvy Selling columnist and podcast host Michelle Nichols on how to sell to the federal government Promoting Teamwork and Sales Rob "Waldo" Waldman, a former Air Force fighter pilot, offers Savvy Selling columnist and podcast host, Michelle Nichols, his strategies for promoting teamwork and selling more When to Talk About Price Yi Ming Executive Coaching's Robin Adams tells Savvy Selling columnist Michelle Nichols how to get past concerns about price during the sales process How Hal Becker Lands Sales Hal Becker, the author of Can I Have 5 Minutes of Your Time? tells Savvy Selling columnist and podcast host Michelle Nichols how 12 questions can help you sell more An "Irritational" Speaker on How to Sell More Larry Winget, the host of the A&E reality show Big Spender and author of It's Called WORK for a Reason: Your Success is Your Own Damn Fault, shares his outrageous selling principles Networking for Sellers Susan RoAne, author of How to Work a Room: The Ultimate Guide to Savvy Socializing in Person and Online, shares her insights with Savvy Selling columnist Michelle Nichols on using networking and social events to increase sales Selling to Executives Anthony Parinello, author of best-seller "Getting to VITO (The Very Important Top Officer)," talks with Savvy Selling columnist Michelle Nichols about what.s different about selling to VITOs, how to get through to them, and how they like to be sold Negotiation 101 Ed Brodow, author of "Negotiation Boot Camp: How to Resolve Conflict, Satisfy Customers, and Make Better Deals," talks with Savvy Selling columnist Michelle Nichols about 10 basic negotiating strategies to help salespeople sell more and at better profits Selling Across Cultures Pradeep Anand, an author and president of the marketing consultancy Seeta Resources, says success in sales comes from establishing trust with prospective clients. Here he shares advice for immigrant salespeople unfamiliar with the U.S. market with BW Savvy Selling columnist Michelle Nichols Smart Sales Strategies David Pearson, vice-president of channel operations at Miller-Heiman, the world's largest sales-performance consulting and training firm, shares strategies on how to use cross-selling and up-selling to increase revenue with BW Savvy Selling columnist Michelle Nichols Reaching for Revenue Lisa Johnson, author of the book Mind Your X's and Y's and CEO of consumer consulting firm the Reach Group, talks with BW Savvy Selling columnist Michelle Nichols about how to sell more effectively to consumers ages 18 to 40 Tillman Explains It All Former professional football player and sports broadcaster Spencer Tillman is now an author and motivational speaker. In an interview with BW's Michelle Nichols, he discusses three strategies to selling successfully when the pressure is on When Deals Go Bad Sales coach and author Dan Seidman has collected more than 600 sales horror stories and published 50 of them in the book Sales Autopsy. Here, he talks with Savvy Selling columnist and podcast host Michelle Nichols about closing a deal after disaster strikes Selling to Giants Jill Konrath, the founder and chief sales officer of a consulting firm that specializes in helping small businesses sell to big corporations, and author of "Selling to Big Companies," shares her secrets on how to crack open and sell to large accounts Relationship Selling So what's more important -- the relationship with the client or prospect, or the sale? Jim Cathcart, author of "Relationship Selling," explains what that concept really means and discusses techniques that salespeople can apply to reach the top 1% of their field Sales Guru Zig Ziglar "Master motivator" Zig Ziglar discusses his philosophy on selling. "You can have everything in life you want, if you will just help enough other people get what they want." He explains how to incorporate this idea into your daily sales tactics [ Back ]

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