http://www.odeo.com/channels/339093-Sales-is-more-than-just-a-numbers-game no To muse the profession of Sales, business, innovation, and everyday life. To muse the profession of Sales, business, innovation, and everyday life. One Goal - Revenue Generation ® en 40 Wed, 04 Nov 2009 15:43:27 -0800 Wed, 04 Nov 2009 15:43:27 -0800 Marketing http://www.odeo.com/episodes/25403306-Podcast-The-introduction-to-Disc-One-Manage-the-Sales-Cycle The One Goal - Revenue Generation ® series is grouped into discs and tracks. Each Podcast is a track, and the discs are arranged much like a chapter in a book. As you download each Podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ® series. Disc One - Manage the Sales Cycle. This disc includes those topics on managing the sales cycle and following a disciplined process to secure an order. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech introduces Disc One - Manage the Sales Cycle. Download this episode - “ The introduction to Disc One - Manage the Sales Cycle .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a ... The One Goal - Revenue Generation ® series is grouped into discs and tracks. Each Podcast is a track, and the discs are arranged much like a chapter in a book. As you download each Podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ® series. Disc One - Manage the Sales Cycle. This disc includes those topics on managing the sales cycle and following a disciplined process to secure an order. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech introduces Disc One - Manage the Sales Cycle. Download this episode - “ The introduction to Disc One - Manage the Sales Cycle .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. The One Goal - Revenue Generation ® series is grouped into discs and tracks. Each Podcast is a track, and the discs are arranged much like a chapter in a book. As you download each Podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ® series. Disc One - Manage the Sales Cycle. This disc includes those topics on managing the sales cycle and following a disciplined process to secure an order. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech introduces Disc One - Manage the Sales Cycle. Download this episode - “ The introduction to Disc One - Manage the Sales Cycle .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2009-11-04,25403306 Wed, 04 Nov 2009 15:43:27 -0800 no Sales is more than just a numbers game... podcasts, management, selling, Sales Forecasts, Business Development http://www.odeo.com/episodes/25391480-The-introduction-to-Disc-One-Manage-the-Sales-Cycle The One Goal - Revenue Generation ® series is grouped into discs and tracks. Each Podcast is a track, and the discs are arranged much like a chapter in a book. As you download each Podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ® series. Disc One - Manage the Sales Cycle. This disc includes those topics on managing the sales cycle and following a disciplined process to secure an order. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech introduces Disc One - Manage the Sales Cycle. Download this episode - “ The introduction to Disc One - Manage the Sales Cycle .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a ... The One Goal - Revenue Generation ® series is grouped into discs and tracks. Each Podcast is a track, and the discs are arranged much like a chapter in a book. As you download each Podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ® series. Disc One - Manage the Sales Cycle. This disc includes those topics on managing the sales cycle and following a disciplined process to secure an order. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech introduces Disc One - Manage the Sales Cycle. Download this episode - “ The introduction to Disc One - Manage the Sales Cycle .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. The One Goal - Revenue Generation ® series is grouped into discs and tracks. Each Podcast is a track, and the discs are arranged much like a chapter in a book. As you download each Podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ® series. Disc One - Manage the Sales Cycle. This disc includes those topics on managing the sales cycle and following a disciplined process to secure an order. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech introduces Disc One - Manage the Sales Cycle. Download this episode - “ The introduction to Disc One - Manage the Sales Cycle .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2009-11-04,25391480 Wed, 04 Nov 2009 09:24:36 -0800 no Sales is more than just a numbers game... podcasts, management, selling, Sales Forecasts, Business Development http://www.odeo.com/episodes/24799099-Podcast-Overcome-the-customer%E2%80%99s-disappointment-in-your-tardy-response You have made a commitment to a customer or prospect to deliver materials, or provide a response to a specific question in a certain timeframe. You responded later than you had anticipated and now find the customer is disappointed in your response, or sought out another supplier altogether. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you work through a process of setting reasonable expectations for both you and your customer to recover from an otherwise disappointing result. Download this episode - “ Overcome the customer’s disappointment in your tardy response .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includ... You have made a commitment to a customer or prospect to deliver materials, or provide a response to a specific question in a certain timeframe. You responded later than you had anticipated and now find the customer is disappointed in your response, or sought out another supplier altogether. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you work through a process of setting reasonable expectations for both you and your customer to recover from an otherwise disappointing result. Download this episode - “ Overcome the customer’s disappointment in your tardy response .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You have made a commitment to a customer or prospect to deliver materials, or provide a response to a specific question in a certain timeframe. You responded later than you had anticipated and now find the customer is disappointed in your response, or sought out another supplier altogether. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you work through a process of setting reasonable expectations for both you and your customer to recover from an otherwise disappointing result. Download this episode - “ Overcome the customer’s disappointment in your tardy response .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2009-07-13,24799099 Mon, 13 Jul 2009 12:05:23 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Business Development, Teamwork http://www.odeo.com/episodes/24711820-Podcast-Struggling-to-get-an-order-from-a-new-account You seem to struggle in getting an order promptly from a new account. In some cases, where you believe the order will be forthcoming, you find that either it gets stalled in the process, or you lose the business to a competitor. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you discover an approach that focuses on the customer’s process in acquiring products versus your focus of selling them goods or services. Download this episode - “ Struggling to get an order from a new account .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episode... You seem to struggle in getting an order promptly from a new account. In some cases, where you believe the order will be forthcoming, you find that either it gets stalled in the process, or you lose the business to a competitor. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you discover an approach that focuses on the customer’s process in acquiring products versus your focus of selling them goods or services. Download this episode - “ Struggling to get an order from a new account .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You seem to struggle in getting an order promptly from a new account. In some cases, where you believe the order will be forthcoming, you find that either it gets stalled in the process, or you lose the business to a competitor. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you discover an approach that focuses on the customer’s process in acquiring products versus your focus of selling them goods or services. Download this episode - “ Struggling to get an order from a new account .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2009-06-15,24711820 Mon, 15 Jun 2009 12:24:26 -0700 no Sales is more than just a numbers game... podcasts, selling, Business Development http://www.odeo.com/episodes/24613173-Podcast-Customer-s-complaints-from-prior-business-relationship I am new to my sales assignment and have taken over a territory that was managed by someone else. I have found that customers are complaining about our products and service as a result of the previous salesperson’s efforts. I have tried to reassure them that I will do better, but my short time in the assignment prevents them from accepting my pledge. How can I overcome this legacy and move on to better sales results? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech talks about rebuilding trust between you and your customer after a poor experience from the prior business relationship. Download this episode - “ Customer's complaints from prior business relationship .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broad... I am new to my sales assignment and have taken over a territory that was managed by someone else. I have found that customers are complaining about our products and service as a result of the previous salesperson’s efforts. I have tried to reassure them that I will do better, but my short time in the assignment prevents them from accepting my pledge. How can I overcome this legacy and move on to better sales results? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech talks about rebuilding trust between you and your customer after a poor experience from the prior business relationship. Download this episode - “ Customer's complaints from prior business relationship .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. I am new to my sales assignment and have taken over a territory that was managed by someone else. I have found that customers are complaining about our products and service as a result of the previous salesperson’s efforts. I have tried to reassure them that I will do better, but my short time in the assignment prevents them from accepting my pledge. How can I overcome this legacy and move on to better sales results? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech talks about rebuilding trust between you and your customer after a poor experience from the prior business relationship. Download this episode - “ Customer's complaints from prior business relationship .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2009-05-26,24613173 Tue, 26 May 2009 07:13:22 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Business Development, Human Relations and Personnel Development, Brand-building http://www.odeo.com/episodes/24610086-Podcast-Customer-s-complaints-from-prior-business-relationship I am new to my sales assignment and have taken over a territory that was managed by someone else. I have found that customers are complaining about our products and service as a result of the previous salesperson’s efforts. I have tried to reassure them that I will do better, but my short time in the assignment prevents them from accepting my pledge. How can I overcome this legacy and move on to better sales results? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech talks about rebuilding trust between you and your customer after a poor experience from the prior business relationship. Download this episode - “ Customer's complaints from prior business relationship .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broad... I am new to my sales assignment and have taken over a territory that was managed by someone else. I have found that customers are complaining about our products and service as a result of the previous salesperson’s efforts. I have tried to reassure them that I will do better, but my short time in the assignment prevents them from accepting my pledge. How can I overcome this legacy and move on to better sales results? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech talks about rebuilding trust between you and your customer after a poor experience from the prior business relationship. Download this episode - “ Customer's complaints from prior business relationship .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. I am new to my sales assignment and have taken over a territory that was managed by someone else. I have found that customers are complaining about our products and service as a result of the previous salesperson’s efforts. I have tried to reassure them that I will do better, but my short time in the assignment prevents them from accepting my pledge. How can I overcome this legacy and move on to better sales results? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech talks about rebuilding trust between you and your customer after a poor experience from the prior business relationship. Download this episode - “ Customer's complaints from prior business relationship .” Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2009-05-26,24610086 Tue, 26 May 2009 07:12:10 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Business Development, Human Relations and Personnel Development, Brand-building http://www.odeo.com/episodes/24521134-Podcast-Disc-Seven-%E2%80%93-Managing-your-Time-and-Effort Time management is essential to achieve sales success. One of the oldest adages I continue to encourage people to use is, “Plan your work, and work your plan.” In this disc, I will focus on the merits of journaling and planning your time wisely. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the introduction and content that is presented in the Disc Seven episodes of the Podcast series. Download this episode - “ Disc Seven – Managing your Time and Effort .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Time management is essential to achieve sales success. One of the oldest adages I continue to encourage people to use is, “Plan your work, and work your plan.” In this disc, I will focus on the merits of journaling and planning your time wisely. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the introduction and content that is presented in the Disc Seven episodes of the Podcast series. Download this episode - “ Disc Seven – Managing your Time and Effort .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Time management is essential to achieve sales success. One of the oldest adages I continue to encourage people to use is, “Plan your work, and work your plan.” In this disc, I will focus on the merits of journaling and planning your time wisely. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the introduction and content that is presented in the Disc Seven episodes of the Podcast series. Download this episode - “ Disc Seven – Managing your Time and Effort .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2009-05-01,24521134 Fri, 01 May 2009 08:43:37 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Human Relations and Personnel Development, Education and Training http://www.odeo.com/episodes/24613174-Podcast-Disc-Seven-%E2%80%93-Managing-your-Time-and-Effort Time management is essential to achieve sales success. One of the oldest adages I continue to encourage people to use is, “Plan your work, and work your plan.” In this disc, I will focus on the merits of journaling and planning your time wisely. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the introduction and content that is presented in the Disc Seven episodes of the Podcast series. Download this episode - “ Disc Seven – Managing your Time and Effort .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Time management is essential to achieve sales success. One of the oldest adages I continue to encourage people to use is, “Plan your work, and work your plan.” In this disc, I will focus on the merits of journaling and planning your time wisely. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the introduction and content that is presented in the Disc Seven episodes of the Podcast series. Download this episode - “ Disc Seven – Managing your Time and Effort .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Time management is essential to achieve sales success. One of the oldest adages I continue to encourage people to use is, “Plan your work, and work your plan.” In this disc, I will focus on the merits of journaling and planning your time wisely. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the introduction and content that is presented in the Disc Seven episodes of the Podcast series. Download this episode - “ Disc Seven – Managing your Time and Effort .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2009-04-30,24613174 Thu, 30 Apr 2009 20:29:00 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Human Relations and Personnel Development, Education and Training http://www.odeo.com/episodes/24466493-Podcast-When-your-callback-reminder-pops-up-don%E2%80%99t-hit-snooze You have adopted a new, automated system to remind you when to call people; but, when the alarms start to go off, there are far too many and you can’t seem to deal with them. Your answer is to press “snooze”. However, within a short time, you are overwhelmed by another onslaught of alarms. How can you better manage this predicament? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you determine the best intervals to return calls by using a planned approach to automated reminders and alarms. Download this episode - “ When your callback reminder pops up, don’t hit snooze .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You have adopted a new, automated system to remind you when to call people; but, when the alarms start to go off, there are far too many and you can’t seem to deal with them. Your answer is to press “snooze”. However, within a short time, you are overwhelmed by another onslaught of alarms. How can you better manage this predicament? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you determine the best intervals to return calls by using a planned approach to automated reminders and alarms. Download this episode - “ When your callback reminder pops up, don’t hit snooze .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You have adopted a new, automated system to remind you when to call people; but, when the alarms start to go off, there are far too many and you can’t seem to deal with them. Your answer is to press “snooze”. However, within a short time, you are overwhelmed by another onslaught of alarms. How can you better manage this predicament? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you determine the best intervals to return calls by using a planned approach to automated reminders and alarms. Download this episode - “ When your callback reminder pops up, don’t hit snooze .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2009-04-14,24466493 Tue, 14 Apr 2009 01:55:00 -0700 no Sales is more than just a numbers game... podcasts, Technology, selling, Tools of the Trade http://www.odeo.com/episodes/24447411-Podcast-When-your-callback-reminder-pops-up-don%E2%80%99t-hit-snooze You have adopted a new, automated system to remind you when to call people; but, when the alarms start to go off, there are far too many and you can’t seem to deal with them. Your answer is to press “snooze”. However, within a short time, you are overwhelmed by another onslaught of alarms. How can you better manage this predicament? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you determine the best intervals to return calls by using a planned approach to automated reminders and alarms. Download this episode - “ When your callback reminder pops up, don’t hit snooze .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You have adopted a new, automated system to remind you when to call people; but, when the alarms start to go off, there are far too many and you can’t seem to deal with them. Your answer is to press “snooze”. However, within a short time, you are overwhelmed by another onslaught of alarms. How can you better manage this predicament? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you determine the best intervals to return calls by using a planned approach to automated reminders and alarms. Download this episode - “ When your callback reminder pops up, don’t hit snooze .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You have adopted a new, automated system to remind you when to call people; but, when the alarms start to go off, there are far too many and you can’t seem to deal with them. Your answer is to press “snooze”. However, within a short time, you are overwhelmed by another onslaught of alarms. How can you better manage this predicament? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you determine the best intervals to return calls by using a planned approach to automated reminders and alarms. Download this episode - “ When your callback reminder pops up, don’t hit snooze .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2009-04-13,24447411 Mon, 13 Apr 2009 12:01:18 -0700 no Sales is more than just a numbers game... podcasts, Technology, selling, Tools of the Trade http://www.odeo.com/episodes/23748126-Podcast-When-you-need-to-retract-a-forecasted-sale-how-do-you-break-the-news As you miss the commitment date to your forecasted sale, you are beginning to doubt your ability to deliver this new business. You have now determined that you are unable to meet the customer???s specifications and will need to retract your forecasted sale. How do you ???break the news???? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech helps you overcome the desire to remain silent and describes a process to recover this potentially lost sales opportunity. Download this episode - ??? When you need to retract a forecasted sale .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. As you miss the commitment date to your forecasted sale, you are beginning to doubt your ability to deliver this new business. You have now determined that you are unable to meet the customer???s specifications and will need to retract your forecasted sale. How do you ???break the news???? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech helps you overcome the desire to remain silent and describes a process to recover this potentially lost sales opportunity. Download this episode - ??? When you need to retract a forecasted sale .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. As you miss the commitment date to your forecasted sale, you are beginning to doubt your ability to deliver this new business. You have now determined that you are unable to meet the customer???s specifications and will need to retract your forecasted sale. How do you ???break the news???? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech helps you overcome the desire to remain silent and describes a process to recover this potentially lost sales opportunity. Download this episode - ??? When you need to retract a forecasted sale .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-12-04,23748126 Thu, 04 Dec 2008 02:47:00 -0800 no Sales is more than just a numbers game... podcasts, management, selling, Sales Forecasts, Business Development, Teamwork http://www.odeo.com/episodes/23704582-Podcast-When-you-need-to-retract-a-forecasted-sale-how-do-you-%E2%80%98break-the-news%E2%80%99 As you miss the commitment date to your forecasted sale, you are beginning to doubt your ability to deliver this new business. You have now determined that you are unable to meet the customer’s specifications and will need to retract your forecasted sale. How do you ‘break the news’? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you overcome the desire to remain silent and describes a process to recover this potentially lost sales opportunity. Download this episode - “ When you need to retract a forecasted sale .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. As you miss the commitment date to your forecasted sale, you are beginning to doubt your ability to deliver this new business. You have now determined that you are unable to meet the customer’s specifications and will need to retract your forecasted sale. How do you ‘break the news’? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you overcome the desire to remain silent and describes a process to recover this potentially lost sales opportunity. Download this episode - “ When you need to retract a forecasted sale .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. As you miss the commitment date to your forecasted sale, you are beginning to doubt your ability to deliver this new business. You have now determined that you are unable to meet the customer’s specifications and will need to retract your forecasted sale. How do you ‘break the news’? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you overcome the desire to remain silent and describes a process to recover this potentially lost sales opportunity. Download this episode - “ When you need to retract a forecasted sale .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-12-03,23704582 Wed, 03 Dec 2008 06:14:05 -0800 no Sales is more than just a numbers game... podcasts, management, selling, Sales Forecasts, Business Development, Teamwork http://www.odeo.com/episodes/23891425-Podcast-When-you-need-to-retract-a-forecasted-sale-how-do-you-%E2%80%98break-the-news%E2%80%99 As you miss the commitment date to your forecasted sale, you are beginning to doubt your ability to deliver this new business. You have now determined that you are unable to meet the customer’s specifications and will need to retract your forecasted sale. How do you ‘break the news’? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you overcome the desire to remain silent and describes a process to recover this potentially lost sales opportunity. Download this episode - “ When you need to retract a forecasted sale .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. As you miss the commitment date to your forecasted sale, you are beginning to doubt your ability to deliver this new business. You have now determined that you are unable to meet the customer’s specifications and will need to retract your forecasted sale. How do you ‘break the news’? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you overcome the desire to remain silent and describes a process to recover this potentially lost sales opportunity. Download this episode - “ When you need to retract a forecasted sale .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. As you miss the commitment date to your forecasted sale, you are beginning to doubt your ability to deliver this new business. You have now determined that you are unable to meet the customer’s specifications and will need to retract your forecasted sale. How do you ‘break the news’? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you overcome the desire to remain silent and describes a process to recover this potentially lost sales opportunity. Download this episode - “ When you need to retract a forecasted sale .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-12-03,23891425 Wed, 03 Dec 2008 06:14:05 -0800 no Sales is more than just a numbers game... podcasts, management, selling, Sales Forecasts, Business Development, Teamwork http://www.odeo.com/episodes/23748127-Podcast-Getting-your-pricing-in-line-with-the-customer-requirement The presentation went well; your customer or prospect is interested in your ability to meet their needs. However, when your product management team presents you with the proposed selling price (or cost), you are confident that they will not spend that much for the requirement. How can you bring the pricing in line with what you believe it will take to get the order? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech helps you discover gaps between your customer???s requirement and the pricing within your proposal. Download this episode - ??? Getting your pricing in line with the customer requirement .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. The presentation went well; your customer or prospect is interested in your ability to meet their needs. However, when your product management team presents you with the proposed selling price (or cost), you are confident that they will not spend that much for the requirement. How can you bring the pricing in line with what you believe it will take to get the order? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech helps you discover gaps between your customer???s requirement and the pricing within your proposal. Download this episode - ??? Getting your pricing in line with the customer requirement .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. The presentation went well; your customer or prospect is interested in your ability to meet their needs. However, when your product management team presents you with the proposed selling price (or cost), you are confident that they will not spend that much for the requirement. How can you bring the pricing in line with what you believe it will take to get the order? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech helps you discover gaps between your customer???s requirement and the pricing within your proposal. Download this episode - ??? Getting your pricing in line with the customer requirement .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-11-11,23748127 Tue, 11 Nov 2008 02:45:00 -0800 no Sales is more than just a numbers game... podcasts, marketing, management, selling, Sales Forecasts, Business Development http://www.odeo.com/episodes/23604803-Podcast-Getting-your-pricing-in-line-with-the-customer-requirement The presentation went well; your customer or prospect is interested in your ability to meet their needs. However, when your product management team presents you with the proposed selling price (or cost), you are confident that they will not spend that much for the requirement. How can you bring the pricing in line with what you believe it will take to get the order? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you discover gaps between your customer’s requirement and the pricing within your proposal. Download this episode - “ Getting your pricing in line with the customer requirement .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. The presentation went well; your customer or prospect is interested in your ability to meet their needs. However, when your product management team presents you with the proposed selling price (or cost), you are confident that they will not spend that much for the requirement. How can you bring the pricing in line with what you believe it will take to get the order? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you discover gaps between your customer’s requirement and the pricing within your proposal. Download this episode - “ Getting your pricing in line with the customer requirement .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. The presentation went well; your customer or prospect is interested in your ability to meet their needs. However, when your product management team presents you with the proposed selling price (or cost), you are confident that they will not spend that much for the requirement. How can you bring the pricing in line with what you believe it will take to get the order? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you discover gaps between your customer’s requirement and the pricing within your proposal. Download this episode - “ Getting your pricing in line with the customer requirement .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-11-10,23604803 Mon, 10 Nov 2008 08:10:48 -0800 no Sales is more than just a numbers game... podcasts, marketing, management, selling, Sales Forecasts, Business Development http://www.odeo.com/episodes/23565191-Podcast-Introduction-to-Disc-Six-Developing-and-Managing-the-Sales-Plan Many of you have asked us how the One Goal - Revenue Generation ?? series is grouped into discs and tracks. We have added a new Podcast to the series that will describe each disc or chapter in more detail. As you download each Podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ?? series. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech describes Disc Six ??? Developing and Managing the Sales Plan. This disc includes those topics on setting objectives to craft a path of action and activities to secure an order. Download this episode - ??? Developing and Managing the Sales Plan .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Many of you have asked us how the One Goal - Revenue Generation ?? series is grouped into discs and tracks. We have added a new Podcast to the series that will describe each disc or chapter in more detail. As you download each Podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ?? series. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech describes Disc Six ??? Developing and Managing the Sales Plan. This disc includes those topics on setting objectives to craft a path of action and activities to secure an order. Download this episode - ??? Developing and Managing the Sales Plan .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Many of you have asked us how the One Goal - Revenue Generation ?? series is grouped into discs and tracks. We have added a new Podcast to the series that will describe each disc or chapter in more detail. As you download each Podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ?? series. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech describes Disc Six ??? Developing and Managing the Sales Plan. This disc includes those topics on setting objectives to craft a path of action and activities to secure an order. Download this episode - ??? Developing and Managing the Sales Plan .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-10-28,23565191 Tue, 28 Oct 2008 01:19:00 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Business Development, Better Business Models, Human Relations and Personnel Development http://www.odeo.com/episodes/23541895-Podcast-Introduction-to-Disc-Six-%E2%80%93-Developing-and-Managing-the-Sales-Plan Many of you have asked us how the One Goal - Revenue Generation ® series is grouped into discs and tracks. We have added a new Podcast to the series that will describe each disc or chapter in more detail. As you download each Podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ® series. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech describes Disc Six – Developing and Managing the Sales Plan. This disc includes those topics on setting objectives to craft a path of action and activities to secure an order. Download this episode - “ Developing and Managing the Sales Plan .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Many of you have asked us how the One Goal - Revenue Generation ® series is grouped into discs and tracks. We have added a new Podcast to the series that will describe each disc or chapter in more detail. As you download each Podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ® series. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech describes Disc Six – Developing and Managing the Sales Plan. This disc includes those topics on setting objectives to craft a path of action and activities to secure an order. Download this episode - “ Developing and Managing the Sales Plan .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Many of you have asked us how the One Goal - Revenue Generation ® series is grouped into discs and tracks. We have added a new Podcast to the series that will describe each disc or chapter in more detail. As you download each Podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ® series. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech describes Disc Six – Developing and Managing the Sales Plan. This disc includes those topics on setting objectives to craft a path of action and activities to secure an order. Download this episode - “ Developing and Managing the Sales Plan .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-10-27,23541895 Mon, 27 Oct 2008 12:27:11 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Business Development, Better Business Models, Human Relations and Personnel Development http://www.odeo.com/episodes/23473612-Podcast-When-record-sales-suddenly-fall-flat You had a record month in sales, but this month seems to be on a downward trend, and you are concerned about your ability to deliver the required results. The only thing you believe can turn the situation around is you. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you better understand the many factors that can contribute to lower sales performance, and how you can take control of the situation and get back on-track. Download this episode - “ When record sales suddenly fall flat .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You had a record month in sales, but this month seems to be on a downward trend, and you are concerned about your ability to deliver the required results. The only thing you believe can turn the situation around is you. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you better understand the many factors that can contribute to lower sales performance, and how you can take control of the situation and get back on-track. Download this episode - “ When record sales suddenly fall flat .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You had a record month in sales, but this month seems to be on a downward trend, and you are concerned about your ability to deliver the required results. The only thing you believe can turn the situation around is you. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you better understand the many factors that can contribute to lower sales performance, and how you can take control of the situation and get back on-track. Download this episode - “ When record sales suddenly fall flat .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-10-10,23473612 Fri, 10 Oct 2008 07:43:52 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Sales Forecasts, Business Development, Teamwork http://www.odeo.com/episodes/23524341-Podcast-When-record-sales-suddenly-fall-flat You had a record month in sales, but this month seems to be on a downward trend, and you are concerned about your ability to deliver the required results. The only thing you believe can turn the situation around is you. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech helps you better understand the many factors that can contribute to lower sales performance, and how you can take control of the situation and get back on-track. Download this episode - ??? When record sales suddenly fall flat .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You had a record month in sales, but this month seems to be on a downward trend, and you are concerned about your ability to deliver the required results. The only thing you believe can turn the situation around is you. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech helps you better understand the many factors that can contribute to lower sales performance, and how you can take control of the situation and get back on-track. Download this episode - ??? When record sales suddenly fall flat .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You had a record month in sales, but this month seems to be on a downward trend, and you are concerned about your ability to deliver the required results. The only thing you believe can turn the situation around is you. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech helps you better understand the many factors that can contribute to lower sales performance, and how you can take control of the situation and get back on-track. Download this episode - ??? When record sales suddenly fall flat .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-10-09,23524341 Thu, 09 Oct 2008 07:38:00 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Sales Forecasts, Business Development, Teamwork http://www.odeo.com/episodes/23387495-Podcast-Script-your-voice-mail-for-better-results Scripted phone calls can reap untold benefits if they are carefully crafted and carried out with a quality tone of voice.  One way to escape voice mail jail is to create a three-message script. Your script can be broken down into three steps, each building on the previous message. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the development of a series of scripted voice mails and how they can increase the likelihood of a return phone call. Download this episode - “ Script your voice mail for better results.” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Scripted phone calls can reap untold benefits if they are carefully crafted and carried out with a quality tone of voice.  One way to escape voice mail jail is to create a three-message script. Your script can be broken down into three steps, each building on the previous message. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the development of a series of scripted voice mails and how they can increase the likelihood of a return phone call. Download this episode - “ Script your voice mail for better results.” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Scripted phone calls can reap untold benefits if they are carefully crafted and carried out with a quality tone of voice.  One way to escape voice mail jail is to create a three-message script. Your script can be broken down into three steps, each building on the previous message. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the development of a series of scripted voice mails and how they can increase the likelihood of a return phone call. Download this episode - “ Script your voice mail for better results.” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-09-23,23387495 Tue, 23 Sep 2008 07:20:04 -0700 no Sales is more than just a numbers game... podcasts, marketing, selling, Business Development, Tools of the Trade http://www.odeo.com/episodes/23397849-Podcast-Script-your-voice-mail-for-better-results Scripted phone calls can reap untold benefits if they are carefully crafted and carried out with a quality tone of voice.  One way to escape voice mail jail is to create a three-message script. Your script can be broken down into three steps, each building on the previous message. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech walks you through the development of a series of scripted voice mails and how they can increase the likelihood of a return phone call. Download this episode - ??? Script your voice mail for better results.??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Scripted phone calls can reap untold benefits if they are carefully crafted and carried out with a quality tone of voice.  One way to escape voice mail jail is to create a three-message script. Your script can be broken down into three steps, each building on the previous message. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech walks you through the development of a series of scripted voice mails and how they can increase the likelihood of a return phone call. Download this episode - ??? Script your voice mail for better results.??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Scripted phone calls can reap untold benefits if they are carefully crafted and carried out with a quality tone of voice.  One way to escape voice mail jail is to create a three-message script. Your script can be broken down into three steps, each building on the previous message. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech walks you through the development of a series of scripted voice mails and how they can increase the likelihood of a return phone call. Download this episode - ??? Script your voice mail for better results.??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-09-23,23397849 Tue, 23 Sep 2008 07:20:04 -0700 no Sales is more than just a numbers game... podcasts, marketing, selling, Business Development, Tools of the Trade http://www.odeo.com/episodes/23397850-Podcast-Make-sales-goals-less-stressful-and-more-obtainable Every year, the company sets sales objectives for your sales department. Bottom-up or Top-down, no matter which way they calculate the numbers, it seems you struggle to achieve the goal. What can you do to make sales goals less stressful and more obtainable? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech offers insight into the need to break down sales goals into more manageable objectives. Download this episode - ??? Make sales goals less stressful and more obtainable .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Every year, the company sets sales objectives for your sales department. Bottom-up or Top-down, no matter which way they calculate the numbers, it seems you struggle to achieve the goal. What can you do to make sales goals less stressful and more obtainable? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech offers insight into the need to break down sales goals into more manageable objectives. Download this episode - ??? Make sales goals less stressful and more obtainable .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Every year, the company sets sales objectives for your sales department. Bottom-up or Top-down, no matter which way they calculate the numbers, it seems you struggle to achieve the goal. What can you do to make sales goals less stressful and more obtainable? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech offers insight into the need to break down sales goals into more manageable objectives. Download this episode - ??? Make sales goals less stressful and more obtainable .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-09-09,23397850 Tue, 09 Sep 2008 01:42:00 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Sales Forecasts, Business Development http://www.odeo.com/episodes/23320725-Podcast-Make-sales-goals-less-stressful-and-more-obtainable Every year, the company sets sales objectives for your sales department. Bottom-up or Top-down, no matter which way they calculate the numbers, it seems you struggle to achieve the goal. What can you do to make sales goals less stressful and more obtainable? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers insight into the need to break down sales goals into more manageable objectives. Download this episode - “ Make sales goals less stressful and more obtainable .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Every year, the company sets sales objectives for your sales department. Bottom-up or Top-down, no matter which way they calculate the numbers, it seems you struggle to achieve the goal. What can you do to make sales goals less stressful and more obtainable? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers insight into the need to break down sales goals into more manageable objectives. Download this episode - “ Make sales goals less stressful and more obtainable .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Every year, the company sets sales objectives for your sales department. Bottom-up or Top-down, no matter which way they calculate the numbers, it seems you struggle to achieve the goal. What can you do to make sales goals less stressful and more obtainable? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers insight into the need to break down sales goals into more manageable objectives. Download this episode - “ Make sales goals less stressful and more obtainable .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-09-08,23320725 Mon, 08 Sep 2008 11:57:05 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Sales Forecasts, Business Development http://www.odeo.com/episodes/23217055-Podcast-Managing-a-multi-location-purchase-process Many companies have more than one location that uses your goods or services. Often the location assigned to you is required to submit their request for purchase to a division or headquarters location that is out of your area, or sales assignment. How can you best manage the opportunity from outside your sales responsibility? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech brings forward the need to understand the customer’s purchasing process and how your order will be approved for purchase. Download this episode - “ Managing a multi location purchase process .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Many companies have more than one location that uses your goods or services. Often the location assigned to you is required to submit their request for purchase to a division or headquarters location that is out of your area, or sales assignment. How can you best manage the opportunity from outside your sales responsibility? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech brings forward the need to understand the customer’s purchasing process and how your order will be approved for purchase. Download this episode - “ Managing a multi location purchase process .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Many companies have more than one location that uses your goods or services. Often the location assigned to you is required to submit their request for purchase to a division or headquarters location that is out of your area, or sales assignment. How can you best manage the opportunity from outside your sales responsibility? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech brings forward the need to understand the customer’s purchasing process and how your order will be approved for purchase. Download this episode - “ Managing a multi location purchase process .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-08-26,23217055 Tue, 26 Aug 2008 06:09:55 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Business Development, Channel Management http://www.odeo.com/episodes/23397851-Podcast-Managing-a-multi-location-purchase-process Many companies have more than one location that uses your goods or services. Often the location assigned to you is required to submit their request for purchase to a division or headquarters location that is out of your area, or sales assignment. How can you best manage the opportunity from outside your sales responsibility? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech brings forward the need to understand the customer???s purchasing process and how your order will be approved for purchase. Download this episode - ??? Managing a multi location purchase process .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Many companies have more than one location that uses your goods or services. Often the location assigned to you is required to submit their request for purchase to a division or headquarters location that is out of your area, or sales assignment. How can you best manage the opportunity from outside your sales responsibility? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech brings forward the need to understand the customer???s purchasing process and how your order will be approved for purchase. Download this episode - ??? Managing a multi location purchase process .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Many companies have more than one location that uses your goods or services. Often the location assigned to you is required to submit their request for purchase to a division or headquarters location that is out of your area, or sales assignment. How can you best manage the opportunity from outside your sales responsibility? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech brings forward the need to understand the customer???s purchasing process and how your order will be approved for purchase. Download this episode - ??? Managing a multi location purchase process .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-08-26,23397851 Tue, 26 Aug 2008 06:09:54 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Business Development, Channel Management http://www.odeo.com/episodes/23187237-Podcast-Deliver-your-message-in-30-seconds When faced with a chance encounter, and asked about your company or profession, you find it difficult to describe it in a short and concise way. Often this will happen while traveling, or at a social gathering. You find your response is usually long-winded and you quickly lose the interest of those around you. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech walks you through the process of developing a 30-second elevator pitch to introduce you, and your business. Download this episode - ??? Deliver your message in 30 seconds.??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. When faced with a chance encounter, and asked about your company or profession, you find it difficult to describe it in a short and concise way. Often this will happen while traveling, or at a social gathering. You find your response is usually long-winded and you quickly lose the interest of those around you. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech walks you through the process of developing a 30-second elevator pitch to introduce you, and your business. Download this episode - ??? Deliver your message in 30 seconds.??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. When faced with a chance encounter, and asked about your company or profession, you find it difficult to describe it in a short and concise way. Often this will happen while traveling, or at a social gathering. You find your response is usually long-winded and you quickly lose the interest of those around you. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech walks you through the process of developing a 30-second elevator pitch to introduce you, and your business. Download this episode - ??? Deliver your message in 30 seconds.??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-08-12,23187237 Tue, 12 Aug 2008 02:19:00 -0700 no Sales is more than just a numbers game... podcasts, marketing, selling, Tools of the Trade, Public Relations and Communication, Brand-building, Entrepreneurs??? Challenge http://www.odeo.com/episodes/23171185-Podcast-Deliver-your-message-in-30-seconds When faced with a chance encounter, and asked about your company or profession, you find it difficult to describe it in a short and concise way. Often this will happen while traveling, or at a social gathering. You find your response is usually long-winded and you quickly lose the interest of those around you. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the process of developing a 30-second elevator pitch to introduce you, and your business. Download this episode - “ Deliver your message in 30 seconds.” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. When faced with a chance encounter, and asked about your company or profession, you find it difficult to describe it in a short and concise way. Often this will happen while traveling, or at a social gathering. You find your response is usually long-winded and you quickly lose the interest of those around you. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the process of developing a 30-second elevator pitch to introduce you, and your business. Download this episode - “ Deliver your message in 30 seconds.” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. When faced with a chance encounter, and asked about your company or profession, you find it difficult to describe it in a short and concise way. Often this will happen while traveling, or at a social gathering. You find your response is usually long-winded and you quickly lose the interest of those around you. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the process of developing a 30-second elevator pitch to introduce you, and your business. Download this episode - “ Deliver your message in 30 seconds.” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-08-11,23171185 Mon, 11 Aug 2008 09:25:20 -0700 no Sales is more than just a numbers game... podcasts, marketing, selling, Tools of the Trade, Public Relations and Communication, Brand-building, Entrepreneurs’ Challenge http://www.odeo.com/episodes/23187238-Podcast-Simple-ways-to-overcome-price-competition You find that you are losing business to competitors that quote lower prices. You are unable to operate profitably at those levels and need to hold to your pricing. Although you have made every effort to communicate to the customer as to why they should purchase, you continue to lose out to lower priced competition. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech offers you a straightforward and easy process to refine your approach when faced with price competition. Download this episode - ??? Simple ways to overcome price competition .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You find that you are losing business to competitors that quote lower prices. You are unable to operate profitably at those levels and need to hold to your pricing. Although you have made every effort to communicate to the customer as to why they should purchase, you continue to lose out to lower priced competition. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech offers you a straightforward and easy process to refine your approach when faced with price competition. Download this episode - ??? Simple ways to overcome price competition .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You find that you are losing business to competitors that quote lower prices. You are unable to operate profitably at those levels and need to hold to your pricing. Although you have made every effort to communicate to the customer as to why they should purchase, you continue to lose out to lower priced competition. In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech offers you a straightforward and easy process to refine your approach when faced with price competition. Download this episode - ??? Simple ways to overcome price competition .??? Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-07-29,23187238 Tue, 29 Jul 2008 10:54:40 -0700 no Sales is more than just a numbers game... podcasts, marketing, management, selling, Sales Forecasts, Business Development, Tools of the Trade http://www.odeo.com/episodes/23125042-Podcast-Simple-ways-to-overcome-price-competition You find that you are losing business to competitors that quote lower prices. You are unable to operate profitably at those levels and need to hold to your pricing. Although you have made every effort to communicate to the customer as to why they should purchase, you continue to lose out to lower priced competition. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers you a straightforward and easy process to refine your approach when faced with price competition. Download this episode - “ Simple ways to overcome price competition .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You find that you are losing business to competitors that quote lower prices. You are unable to operate profitably at those levels and need to hold to your pricing. Although you have made every effort to communicate to the customer as to why they should purchase, you continue to lose out to lower priced competition. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers you a straightforward and easy process to refine your approach when faced with price competition. Download this episode - “ Simple ways to overcome price competition .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You find that you are losing business to competitors that quote lower prices. You are unable to operate profitably at those levels and need to hold to your pricing. Although you have made every effort to communicate to the customer as to why they should purchase, you continue to lose out to lower priced competition. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers you a straightforward and easy process to refine your approach when faced with price competition. Download this episode - “ Simple ways to overcome price competition .” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-07-29,23125042 Tue, 29 Jul 2008 10:54:40 -0700 no Sales is more than just a numbers game... podcasts, marketing, management, selling, Sales Forecasts, Business Development, Tools of the Trade http://www.odeo.com/episodes/23079526-Podcast-When-searching-for-new-contacts-do-you-struggle-with-where-to-start When it comes to searching for new contacts to call on, do you struggle with knowing where to start? Do you find yourself asking the question, “Who are the people I should be calling on?” At what level should I begin? Do I choose a department, a person’s organizational title, or just call the receptionist and ask him or her where to begin? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers you a roadmap of where to begin when calling on customers for the first time, or in pursuit of new contacts within an existing account. Download this episode - " When searching for new contacts, do you struggle with where to start?" Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. When it comes to searching for new contacts to call on, do you struggle with knowing where to start? Do you find yourself asking the question, “Who are the people I should be calling on?” At what level should I begin? Do I choose a department, a person’s organizational title, or just call the receptionist and ask him or her where to begin? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers you a roadmap of where to begin when calling on customers for the first time, or in pursuit of new contacts within an existing account. Download this episode - " When searching for new contacts, do you struggle with where to start?" Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. When it comes to searching for new contacts to call on, do you struggle with knowing where to start? Do you find yourself asking the question, “Who are the people I should be calling on?” At what level should I begin? Do I choose a department, a person’s organizational title, or just call the receptionist and ask him or her where to begin? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers you a roadmap of where to begin when calling on customers for the first time, or in pursuit of new contacts within an existing account. Download this episode - " When searching for new contacts, do you struggle with where to start?" Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-07-15,23079526 Tue, 15 Jul 2008 04:04:48 -0700 no Sales is more than just a numbers game... podcasts, selling, Business Development, Tools of the Trade http://www.odeo.com/episodes/23187239-Podcast-When-searching-for-new-contacts-do-you-struggle-with-where-to-start When it comes to searching for new contacts to call on, do you struggle with knowing where to start? Do you find yourself asking the question, ???Who are the people I should be calling on???? At what level should I begin? Do I choose a department, a person???s organizational title, or just call the receptionist and ask him or her where to begin? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech offers you a roadmap of where to begin when calling on customers for the first time, or in pursuit of new contacts within an existing account. Download this episode - " When searching for new contacts, do you struggle with where to start?" Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. When it comes to searching for new contacts to call on, do you struggle with knowing where to start? Do you find yourself asking the question, ???Who are the people I should be calling on???? At what level should I begin? Do I choose a department, a person???s organizational title, or just call the receptionist and ask him or her where to begin? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech offers you a roadmap of where to begin when calling on customers for the first time, or in pursuit of new contacts within an existing account. Download this episode - " When searching for new contacts, do you struggle with where to start?" Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. When it comes to searching for new contacts to call on, do you struggle with knowing where to start? Do you find yourself asking the question, ???Who are the people I should be calling on???? At what level should I begin? Do I choose a department, a person???s organizational title, or just call the receptionist and ask him or her where to begin? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech offers you a roadmap of where to begin when calling on customers for the first time, or in pursuit of new contacts within an existing account. Download this episode - " When searching for new contacts, do you struggle with where to start?" Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-07-15,23187239 Tue, 15 Jul 2008 01:56:00 -0700 no Sales is more than just a numbers game... podcasts, selling, Business Development, Tools of the Trade http://www.odeo.com/episodes/22558966-Podcast-How-to-project-the-date-and-probability-of-when-the-order-may-close You have submitted your proposal and await a decision from the customer. You have taken all the necessary steps to fulfill the customer’s request for pricing and information. How can you now project the date and probability of when the order may close? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech shares with you a systematic process that can help you project the date and probability of when you can expect to close business. Download this episode - “ Project the date and probability of when the order may close ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You have submitted your proposal and await a decision from the customer. You have taken all the necessary steps to fulfill the customer’s request for pricing and information. How can you now project the date and probability of when the order may close? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech shares with you a systematic process that can help you project the date and probability of when you can expect to close business. Download this episode - “ Project the date and probability of when the order may close ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You have submitted your proposal and await a decision from the customer. You have taken all the necessary steps to fulfill the customer’s request for pricing and information. How can you now project the date and probability of when the order may close? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech shares with you a systematic process that can help you project the date and probability of when you can expect to close business. Download this episode - “ Project the date and probability of when the order may close ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-05-27,22558966 Tue, 27 May 2008 11:48:42 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Sales Forecasts, Business Development, Better Business Models http://www.odeo.com/episodes/22516145-Podcast-Getting-your-newsletter-read-by-more-people You have decided that you want to be “top of mind” with your customers by using a simple email newsletter. After embarking on the first issue, you are pleased with your work but disappointed in the results. You find that customers don’t recall the email, or some have asked you to stop sending it. You are looking for ways to make this endeavor more successful. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers some thoughts and suggestions to improving the appeal and increasing the readership of your newsletter. Download this episode - “ Getting your newsletter read by more people”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You have decided that you want to be “top of mind” with your customers by using a simple email newsletter. After embarking on the first issue, you are pleased with your work but disappointed in the results. You find that customers don’t recall the email, or some have asked you to stop sending it. You are looking for ways to make this endeavor more successful. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers some thoughts and suggestions to improving the appeal and increasing the readership of your newsletter. Download this episode - “ Getting your newsletter read by more people”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You have decided that you want to be “top of mind” with your customers by using a simple email newsletter. After embarking on the first issue, you are pleased with your work but disappointed in the results. You find that customers don’t recall the email, or some have asked you to stop sending it. You are looking for ways to make this endeavor more successful. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers some thoughts and suggestions to improving the appeal and increasing the readership of your newsletter. Download this episode - “ Getting your newsletter read by more people”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-05-15,22516145 Thu, 15 May 2008 01:10:09 -0700 no Sales is more than just a numbers game... podcasts, Web/Tech, marketing, selling, Tools of the Trade, Better Business Models, Public Relations and Communication, Brand-building http://www.odeo.com/episodes/22485979-Podcast-Organizational-Announcement-not-an-Open-Invitation-to-call You have decided that scanning business announcements and personnel appointments is a good way to prospect for new business. You make contact with these people by way of email or phone and offer your products or services. However, after doing this for some time, you have concluded this is not making a significant difference in your sales growth. You wonder if there is something lacking in the process. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech explains why an announcement in the newspaper or magazine is not an open invitation to contact someone or make cold-calls without some preparation in advance. Download this episode - “ Organizational Announcement not an Open Invitation ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You have decided that scanning business announcements and personnel appointments is a good way to prospect for new business. You make contact with these people by way of email or phone and offer your products or services. However, after doing this for some time, you have concluded this is not making a significant difference in your sales growth. You wonder if there is something lacking in the process. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech explains why an announcement in the newspaper or magazine is not an open invitation to contact someone or make cold-calls without some preparation in advance. Download this episode - “ Organizational Announcement not an Open Invitation ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You have decided that scanning business announcements and personnel appointments is a good way to prospect for new business. You make contact with these people by way of email or phone and offer your products or services. However, after doing this for some time, you have concluded this is not making a significant difference in your sales growth. You wonder if there is something lacking in the process. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech explains why an announcement in the newspaper or magazine is not an open invitation to contact someone or make cold-calls without some preparation in advance. Download this episode - “ Organizational Announcement not an Open Invitation ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-05-06,22485979 Tue, 06 May 2008 01:22:03 -0700 no Sales is more than just a numbers game... podcasts, marketing, management, selling, Business Development, Public Relations and Communication http://www.odeo.com/episodes/22447437-Podcast-Embrace-the-news-of-lost-business Lost business is rarely welcome news. Although you made every attempt to secure the business, you were not successful in obtaining an order. You are reluctant to report the lost business in a documented way; for example in a formal report, or contact management system. You anticipate you will be asked about this condition, so what can you do to overcome the reluctance to do so? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech describes the need to embrace the news of lost business, and why it’s important to keep track of the reasons behind the loss, for long-term success. Download this episode - “ Embrace the news of lost business ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Lost business is rarely welcome news. Although you made every attempt to secure the business, you were not successful in obtaining an order. You are reluctant to report the lost business in a documented way; for example in a formal report, or contact management system. You anticipate you will be asked about this condition, so what can you do to overcome the reluctance to do so? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech describes the need to embrace the news of lost business, and why it’s important to keep track of the reasons behind the loss, for long-term success. Download this episode - “ Embrace the news of lost business ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Lost business is rarely welcome news. Although you made every attempt to secure the business, you were not successful in obtaining an order. You are reluctant to report the lost business in a documented way; for example in a formal report, or contact management system. You anticipate you will be asked about this condition, so what can you do to overcome the reluctance to do so? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech describes the need to embrace the news of lost business, and why it’s important to keep track of the reasons behind the loss, for long-term success. Download this episode - “ Embrace the news of lost business ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-04-21,22447437 Mon, 21 Apr 2008 23:49:10 -0700 no Sales is more than just a numbers game... podcasts, Technology, management, selling, Sales Forecasts, Business Development, Tools of the Trade, Better Business Models, Teamwork http://www.odeo.com/episodes/22349508-Podcast-Building-a-sales-opportunity-Pipeline You are closing business on a routine basis, but you regularly experience periods of lower performance, or gaps in your sales. You desire a more uniform contribution of business over time. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech outlines a simple process to help you balance the closure of your sales opportunities and build a richer pipeline for future business. Download this episode - “ Building a sales opportunity Pipeline ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You are closing business on a routine basis, but you regularly experience periods of lower performance, or gaps in your sales. You desire a more uniform contribution of business over time. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech outlines a simple process to help you balance the closure of your sales opportunities and build a richer pipeline for future business. Download this episode - “ Building a sales opportunity Pipeline ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You are closing business on a routine basis, but you regularly experience periods of lower performance, or gaps in your sales. You desire a more uniform contribution of business over time. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech outlines a simple process to help you balance the closure of your sales opportunities and build a richer pipeline for future business. Download this episode - “ Building a sales opportunity Pipeline ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-04-07,22349508 Mon, 07 Apr 2008 23:45:07 -0700 no Sales is more than just a numbers game... podcasts, management, selling, Sales Forecasts, Business Development, Tools of the Trade http://www.odeo.com/episodes/22161289-Podcast-Use-a-journal-to-measure-your-performance Although your sales speak well of your work, and you are pleased with your progress, there is a nagging question in your mind asking whether you are doing all you can to reach your goals. How can you objectively measure your performance independent of others? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the process of journaling your work, and using a journal to evaluate your performance as you work toward your goals. Download this episode - “ Use a journal to measure your performance ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Although your sales speak well of your work, and you are pleased with your progress, there is a nagging question in your mind asking whether you are doing all you can to reach your goals. How can you objectively measure your performance independent of others? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the process of journaling your work, and using a journal to evaluate your performance as you work toward your goals. Download this episode - “ Use a journal to measure your performance ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Although your sales speak well of your work, and you are pleased with your progress, there is a nagging question in your mind asking whether you are doing all you can to reach your goals. How can you objectively measure your performance independent of others? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the process of journaling your work, and using a journal to evaluate your performance as you work toward your goals. Download this episode - “ Use a journal to measure your performance ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-03-11,22161289 Tue, 11 Mar 2008 01:12:05 -0700 no Sales is more than just a numbers game... podcasts, Technology, management, selling, Tools of the Trade, motivation, Human Relations and Personnel Development, Education and Training http://www.odeo.com/episodes/22234327-Podcast-Use-a-journal-to-measure-your-performance Although your sales speak well of your work, and you are pleased with your progress, there is a nagging question in your mind asking whether you are doing all you can to reach your goals. How can you objectively measure your performance independent of others? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech walks you through the process of journaling your work, and using a journal to evaluate your performance as you work toward your goals. Download this episode - ??? Use a journal to measure your performance ???. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Although your sales speak well of your work, and you are pleased with your progress, there is a nagging question in your mind asking whether you are doing all you can to reach your goals. How can you objectively measure your performance independent of others? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech walks you through the process of journaling your work, and using a journal to evaluate your performance as you work toward your goals. Download this episode - ??? Use a journal to measure your performance ???. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Although your sales speak well of your work, and you are pleased with your progress, there is a nagging question in your mind asking whether you are doing all you can to reach your goals. How can you objectively measure your performance independent of others? In this episode of the One Goal - Revenue Generation ?? series, Peter Kusterer of NvestNtech walks you through the process of journaling your work, and using a journal to evaluate your performance as you work toward your goals. Download this episode - ??? Use a journal to measure your performance ???. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ?? series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-03-11,22234327 Tue, 11 Mar 2008 01:12:00 -0700 no Sales is more than just a numbers game... podcasts, Technology, management, selling, Tools of the Trade, motivation, Human Relations and Personnel Development, Education and Training http://www.odeo.com/episodes/22155525-Podcast-The-lasting-effect-of-a-mentor-in-the-profession-of-Sales Mentoring is a horizontal, two-way process in which people can learn from each other. One may never know the lasting effect of this process, but often it can last a lifetime. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech pays tribute to his longtime mentor in the profession of Sales, Mike Gerhardstein, and offers some insight into what led to the development of the One Goal - Revenue Generation ® series of Podcasts. Download this episode - “ The lasting effect of a mentor ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Mentoring is a horizontal, two-way process in which people can learn from each other. One may never know the lasting effect of this process, but often it can last a lifetime. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech pays tribute to his longtime mentor in the profession of Sales, Mike Gerhardstein, and offers some insight into what led to the development of the One Goal - Revenue Generation ® series of Podcasts. Download this episode - “ The lasting effect of a mentor ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Mentoring is a horizontal, two-way process in which people can learn from each other. One may never know the lasting effect of this process, but often it can last a lifetime. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech pays tribute to his longtime mentor in the profession of Sales, Mike Gerhardstein, and offers some insight into what led to the development of the One Goal - Revenue Generation ® series of Podcasts. Download this episode - “ The lasting effect of a mentor ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-02-28,22155525 Thu, 28 Feb 2008 11:48:27 -0800 no Sales is more than just a numbers game... podcasts, management, selling, Teamwork, motivation, Human Relations and Personnel Development http://www.odeo.com/episodes/22144418-Rolling-forecast-is-like-pushing-a-rope The topic of missed sales (closure) dates came up in a recent conversation with a prospective client. It’s a common dialogue for us; the idea of not hitting a forecast brings to their attention the need to make changes in their sales process. What clients often hear from me is, “Anyone can hide under a 90-day forecast.” Letting that time frame extend without end (date) only leads to more mystery and suspense. Most forecasts for sales include the probable date for closure (i.e., an order for product or contract signature). Companies then ‘roll-up’ their forecast(s) and apply it against the rest of the Budget. Since both the Budget and the forecast are date sensitive, any slippage can have a ripple effect on the rest of the organization. Let me explain what I mean by a “rolling forecast”. A rolling forecast allows salespeople to continue to move the date of closure, or ‘roll’ from month to month. The short term ‘feel better’ effect for the salesperson is soon lost as management scramb... The topic of missed sales (closure) dates came up in a recent conversation with a prospective client. It’s a common dialogue for us; the idea of not hitting a forecast brings to their attention the need to make changes in their sales process. What clients often hear from me is, “Anyone can hide under a 90-day forecast.” Letting that time frame extend without end (date) only leads to more mystery and suspense. Most forecasts for sales include the probable date for closure (i.e., an order for product or contract signature). Companies then ‘roll-up’ their forecast(s) and apply it against the rest of the Budget. Since both the Budget and the forecast are date sensitive, any slippage can have a ripple effect on the rest of the organization. Let me explain what I mean by a “rolling forecast”. A rolling forecast allows salespeople to continue to move the date of closure, or ‘roll’ from month to month. The short term ‘feel better’ effect for the salesperson is soon lost as management scrambles to meet the Budget numbers and puts pressure on the salesperson for more sales. This can lead to less desirable business in the form of price cuts and concessions on the part of the company. Customers are savvy to this condition and will often delay orders awaiting the arrival of the desperate salesperson trying to make up for the shortfall. I have a strong opposition to rolling forecasts. For managers, trying to manage a “Rolling forecast is like pushing a rope”; there’s a whole lot of emotion going on and no forward momentum in any one direction. Panic sets in and poor judgment is following close behind. Soon everyone seems to be asking what happened to the forecast. There is an easy solution to the problem; stop doing it. Hold your salespeople accountable to the first date given (i.e., the probable date of sale). If they can’t hold to the date, don’t welcome them in to a knock-em down, drag out session of poor performance and, “What are you going to do about it?” This is the time to engage in the analysis of the sales cycle, not lambaste someone about what they didn’t get done. As you compare the tardy forecasted closure dates to other successful sales, work with the salesperson to develop a more disciplined approach to setting dates. Help them realize that their optimism and ‘gut feeling’ about an order may not weigh as much credibility as a disciplined sales approach to getting the business; “You can’t take promises to the bank.” For more information on better sales forecasting, look through prior Posts in this blog under the Category of “Sales Forecasts”. You will find other articles and tips in our monthly eNewsletter. For the individual salesperson, I would encourage you to listen to the many Podcasts available in this blog. Clicking on this link to the Category index will get you a list of available topics and tips. Pay special attention to those that can help you develop a more disciplined approach that will translate into better forecasts. As you read this Post, you may have some good ideas or advice on the topic. Offer it up in the Comments to the blog so others can learn from you. Don’t hesitate to pose a question in your Comment; I’ll respond in kind with what I think may be the best route to take, or solve the problem. Together, we can all learn more. p.s. Listening to the opening of our 60-second commercial may bring a smile, too. The topic of missed sales (closure) dates came up in a recent conversation with a prospective client. It’s a common dialogue for us; the idea of not hitting a forecast brings to their attention the need to make changes in their sales process. What clients often hear from me is, “Anyone can hide under a 90-day forecast.” Letting that time frame extend without end (date) only leads to more mystery and suspense. Most forecasts for sales include the probable date for closure (i.e., an order for product or contract signature). Companies then ‘roll-up’ their forecast(s) and apply it against the rest of the Budget. Since both the Budget and the forecast are date sensitive, any slippage can have a ripple effect on the rest of the organization. Let me explain what I mean by a “rolling forecast”. A rolling forecast allows salespeople to continue to move the date of closure, or ‘roll’ from month to month. The short term ‘feel better’ effect for the salesperson is soon lost as management scrambles to meet the Budget numbers and puts pressure on the salesperson for more sales. This can lead to less desirable business in the form of price cuts and concessions on the part of the company. Customers are savvy to this condition and will often delay orders awaiting the arrival of the desperate salesperson trying to make up for the shortfall. I have a strong opposition to rolling forecasts. For managers, trying to manage a “Rolling forecast is like pushing a rope”; there’s a whole lot of emotion going on and no forward momentum in any one direction. Panic sets in and poor judgment is following close behind. Soon everyone seems to be asking what happened to the forecast. There is an easy solution to the problem; stop doing it. Hold your salespeople accountable to the first date given (i.e., the probable date of sale). If they can’t hold to the date, don’t welcome them in to a knock-em down, drag out session of poor performance and, “What are you going to do about it?” This is the time to engage in the analysis of the sales cycle, not lambaste someone about what they didn’t get done. As you compare the tardy forecasted closure dates to other successful sales, work with the salesperson to develop a more disciplined approach to setting dates. Help them realize that their optimism and ‘gut feeling’ about an order may not weigh as much credibility as a disciplined sales approach to getting the business; “You can’t take promises to the bank.” For more information on better sales forecasting, look through prior Posts in this blog under the Category of “Sales Forecasts”. You will find other articles and tips in our monthly eNewsletter. For the individual salesperson, I would encourage you to listen to the many Podcasts available in this blog. Clicking on this link to the Category index will get you a list of available topics and tips. Pay special attention to those that can help you develop a more disciplined approach that will translate into better forecasts. As you read this Post, you may have some good ideas or advice on the topic. Offer it up in the Comments to the blog so others can learn from you. Don’t hesitate to pose a question in your Comment; I’ll respond in kind with what I think may be the best route to take, or solve the problem. Together, we can all learn more. p.s. Listening to the opening of our 60-second commercial may bring a smile, too. tag:odeo.com,2008-02-22,22144418 Fri, 22 Feb 2008 07:36:22 -0800 no Sales is more than just a numbers game... management, selling, Sales Forecasts, Business Development, Tools of the Trade, Better Business Models, Teamwork, motivation, Human Relations and Personnel Development, Education and Training http://www.odeo.com/episodes/22155531-Podcast-Contact-Management-System-%E2%80%93-Paper-or-Digital Many of us have tried a number of automated or software contact managers, only to determine that automation does not seem to work well for us. We then resort to a spiral bound notebook to make notes and maintain a schedule. But, it’s now getting out of control and you feel like you are losing track of the work that needs to be done. How can you gain the advantage of an automated system without the automation? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through a more organized approach to a paper-based contact management system, and why you should consider software alternatives. Download this episode - “ Contact Management System – Paper or Digital ”. Here are some other thoughts on the topic: Greg Hopper’s Marketing Innovation blog and the Post titled, “Paper vs. PDA - which is right for you?” And, from a prior Post in this blog titled, “Paper or Digital – All your notes in one place?” Click on this link for the Podcast dire... Many of us have tried a number of automated or software contact managers, only to determine that automation does not seem to work well for us. We then resort to a spiral bound notebook to make notes and maintain a schedule. But, it’s now getting out of control and you feel like you are losing track of the work that needs to be done. How can you gain the advantage of an automated system without the automation? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through a more organized approach to a paper-based contact management system, and why you should consider software alternatives. Download this episode - “ Contact Management System – Paper or Digital ”. Here are some other thoughts on the topic: Greg Hopper’s Marketing Innovation blog and the Post titled, “Paper vs. PDA - which is right for you?” And, from a prior Post in this blog titled, “Paper or Digital – All your notes in one place?” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Many of us have tried a number of automated or software contact managers, only to determine that automation does not seem to work well for us. We then resort to a spiral bound notebook to make notes and maintain a schedule. But, it’s now getting out of control and you feel like you are losing track of the work that needs to be done. How can you gain the advantage of an automated system without the automation? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through a more organized approach to a paper-based contact management system, and why you should consider software alternatives. Download this episode - “ Contact Management System – Paper or Digital ”. Here are some other thoughts on the topic: Greg Hopper’s Marketing Innovation blog and the Post titled, “Paper vs. PDA - which is right for you?” And, from a prior Post in this blog titled, “Paper or Digital – All your notes in one place?” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-02-12,22155531 Tue, 12 Feb 2008 01:28:03 -0800 no Sales is more than just a numbers game... podcasts, Technology, management, selling, Sales Forecasts, Business Development, Tools of the Trade, Better Business Models, Education and Training http://www.odeo.com/episodes/22131488-Podcast-Contact-Management-System-%E2%80%93-Paper-or-Digital Many of us have tried a number of automated or software contact managers, only to determine that automation does not seem to work well for us. We then resort to a spiral bound notebook to make notes and maintain a schedule. But, it’s now getting out of control and you feel like you are losing track of the work that needs to be done. How can you gain the advantage of an automated system without the automation? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through a more organized approach to a paper-based contact management system, and why you should consider software alternatives. Download this episode - “ Contact Management System – Paper or Digital ”. Here are some other thoughts on the topic: Greg Hopper’s Marketing Innovation blog and the Post titled, “Paper vs. PDA - which is right for you?” And, from a prior Post in this blog titled, “Paper or Digital – All your notes in one place?” Click on this link for the Podcast dire... Many of us have tried a number of automated or software contact managers, only to determine that automation does not seem to work well for us. We then resort to a spiral bound notebook to make notes and maintain a schedule. But, it’s now getting out of control and you feel like you are losing track of the work that needs to be done. How can you gain the advantage of an automated system without the automation? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through a more organized approach to a paper-based contact management system, and why you should consider software alternatives. Download this episode - “ Contact Management System – Paper or Digital ”. Here are some other thoughts on the topic: Greg Hopper’s Marketing Innovation blog and the Post titled, “Paper vs. PDA - which is right for you?” And, from a prior Post in this blog titled, “Paper or Digital – All your notes in one place?” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Many of us have tried a number of automated or software contact managers, only to determine that automation does not seem to work well for us. We then resort to a spiral bound notebook to make notes and maintain a schedule. But, it’s now getting out of control and you feel like you are losing track of the work that needs to be done. How can you gain the advantage of an automated system without the automation? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through a more organized approach to a paper-based contact management system, and why you should consider software alternatives. Download this episode - “ Contact Management System – Paper or Digital ”. Here are some other thoughts on the topic: Greg Hopper’s Marketing Innovation blog and the Post titled, “Paper vs. PDA - which is right for you?” And, from a prior Post in this blog titled, “Paper or Digital – All your notes in one place?” Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-02-12,22131488 Tue, 12 Feb 2008 01:28:03 -0800 no Sales is more than just a numbers game... podcasts, Technology, management, selling, Sales Forecasts, Business Development, Tools of the Trade, Better Business Models, Education and Training http://www.odeo.com/episodes/22120522-Podcast-When-faced-with-sales-rejection-don%E2%80%99t-take-it-personally You make every effort to stay positive and upbeat, but quite frankly, you get discouraged when faced with a customer’s rejection of your product or service. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech talks about the need to not take sales rejection as directed at you, the person. Make adjustments to your sales approach and focus on the customer requirements to overcome this setback in your sales effort. Download this episode: “ When faced with sales rejection, don’t take it personally ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You make every effort to stay positive and upbeat, but quite frankly, you get discouraged when faced with a customer’s rejection of your product or service. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech talks about the need to not take sales rejection as directed at you, the person. Make adjustments to your sales approach and focus on the customer requirements to overcome this setback in your sales effort. Download this episode: “ When faced with sales rejection, don’t take it personally ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You make every effort to stay positive and upbeat, but quite frankly, you get discouraged when faced with a customer’s rejection of your product or service. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech talks about the need to not take sales rejection as directed at you, the person. Make adjustments to your sales approach and focus on the customer requirements to overcome this setback in your sales effort. Download this episode: “ When faced with sales rejection, don’t take it personally ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-01-31,22120522 Thu, 31 Jan 2008 11:35:32 -0800 no Sales is more than just a numbers game... podcasts, management, selling, Sales Forecasts, Business Development, Teamwork, motivation, Human Relations and Personnel Development, Education and Training http://www.odeo.com/episodes/22102352-Podcast-How-to-avoid-Sales-Training-losing-its-effectiveness You have sent your salespeople to a formal sales training program. At first, you see some early, positive results. However, over time you notice that your salespeople do not appear to be utilizing the training and sales have returned to their previous levels, or processes. What went wrong with the training? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you look closer at the factors that lead to diminished effectiveness in Sales Training and how to take the necessary steps to select the best sales training program for your business. Download this episode - “ How to avoid Sales Training losing its effectiveness ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You have sent your salespeople to a formal sales training program. At first, you see some early, positive results. However, over time you notice that your salespeople do not appear to be utilizing the training and sales have returned to their previous levels, or processes. What went wrong with the training? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you look closer at the factors that lead to diminished effectiveness in Sales Training and how to take the necessary steps to select the best sales training program for your business. Download this episode - “ How to avoid Sales Training losing its effectiveness ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You have sent your salespeople to a formal sales training program. At first, you see some early, positive results. However, over time you notice that your salespeople do not appear to be utilizing the training and sales have returned to their previous levels, or processes. What went wrong with the training? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you look closer at the factors that lead to diminished effectiveness in Sales Training and how to take the necessary steps to select the best sales training program for your business. Download this episode - “ How to avoid Sales Training losing its effectiveness ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-01-22,22102352 Tue, 22 Jan 2008 01:43:05 -0800 no Sales is more than just a numbers game... podcasts, management, selling, Tools of the Trade, Teamwork, Human Relations and Personnel Development, Education and Training http://www.odeo.com/episodes/22078856-Podcast-Stress-benefits-to-overcome-competition Let’s look at the situation where you have made an effort to establish your new product or service to an existing or prospective account, but you fail to secure business, or displace your competition. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you discover ways to position yourself, your company, and your products by emphasizing the benefits you offer to your customer to overcome your competition. Download this episode - “Stress benefits to overcome competition”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Let’s look at the situation where you have made an effort to establish your new product or service to an existing or prospective account, but you fail to secure business, or displace your competition. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you discover ways to position yourself, your company, and your products by emphasizing the benefits you offer to your customer to overcome your competition. Download this episode - “Stress benefits to overcome competition”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. Let’s look at the situation where you have made an effort to establish your new product or service to an existing or prospective account, but you fail to secure business, or displace your competition. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you discover ways to position yourself, your company, and your products by emphasizing the benefits you offer to your customer to overcome your competition. Download this episode - “Stress benefits to overcome competition”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2008-01-10,22078856 Thu, 10 Jan 2008 01:50:04 -0800 no Sales is more than just a numbers game... podcasts, marketing, management, selling, Sales Forecasts, Business Development http://www.odeo.com/episodes/22078857-Podcast-Becoming-Anxious-for-the-Order You continue to look for ways to have the customer understand the reason they should purchase. This is slowing your Sales Cycle and you are becoming anxious about closing the order. How can you overcome this impasse in the Sales Cycle? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you to develop a ‘discovery process’ that will focus less on selling, and more on what the customer needs and those areas that will benefit from a change. Download this episode - “ Becoming Anxious for the Order ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You continue to look for ways to have the customer understand the reason they should purchase. This is slowing your Sales Cycle and you are becoming anxious about closing the order. How can you overcome this impasse in the Sales Cycle? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you to develop a ‘discovery process’ that will focus less on selling, and more on what the customer needs and those areas that will benefit from a change. Download this episode - “ Becoming Anxious for the Order ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. You continue to look for ways to have the customer understand the reason they should purchase. This is slowing your Sales Cycle and you are becoming anxious about closing the order. How can you overcome this impasse in the Sales Cycle? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you to develop a ‘discovery process’ that will focus less on selling, and more on what the customer needs and those areas that will benefit from a change. Download this episode - “ Becoming Anxious for the Order ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2007-12-20,22078857 Thu, 20 Dec 2007 02:28:05 -0800 no Sales is more than just a numbers game... podcasts, marketing, management, selling, Sales Forecasts, Business Development, Tools of the Trade http://www.odeo.com/episodes/22078858-Podcast-Propose-an-Alternative-to-a-Formal-Bid-Specification How can you position your product (or services) to participate in a formal bid when there is little room to offer alternatives or deviate from the specifications? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through a process to offer an alternative to the specification and anticipate the likely competitive threat from your actions. Download this episode - “ Propose an Alternative to a Formal Bid Specification ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. How can you position your product (or services) to participate in a formal bid when there is little room to offer alternatives or deviate from the specifications? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through a process to offer an alternative to the specification and anticipate the likely competitive threat from your actions. Download this episode - “ Propose an Alternative to a Formal Bid Specification ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. How can you position your product (or services) to participate in a formal bid when there is little room to offer alternatives or deviate from the specifications? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through a process to offer an alternative to the specification and anticipate the likely competitive threat from your actions. Download this episode - “ Propose an Alternative to a Formal Bid Specification ”. Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley. tag:odeo.com,2007-12-11,22078858 Tue, 11 Dec 2007 01:32:15 -0800 no Sales is more than just a numbers game... podcasts, marketing, management, selling, Sales Forecasts, Business Development, Tools of the Trade, Better Business Models, Teamwork http://www.odeo.com/episodes/11575353-Handling-Sales-Rejection tag:odeo.com,2007-04-24,11575353 Tue, 24 Apr 2007 09:26:47 -0700 no Sales is more than just a numbers game... http://www.odeo.com/episodes/11575343-Beware-of-Wrong-Contacts tag:odeo.com,2007-04-10,11575343 Tue, 10 Apr 2007 11:12:20 -0700 no Sales is more than just a numbers game... http://www.odeo.com/episodes/10803113-Learning-from-Lost-Sales tag:odeo.com,2007-03-27,10803113 Tue, 27 Mar 2007 10:14:13 -0700 no Sales is more than just a numbers game...