Episode 014: Of Hunters, and Farmers, and Sales

Episode 014: Of Hunters, and Farmers, and Sales

Ever hire a sales rep only to be disappointed with their performance? It could be that you just need to understand what kind of sales person they are. In this episode I explain the difference between the two main kinds of sales people: farmers and hunters—and how to better utilize each one. Listen and learn how you can avoid a great deal of frustration and missed revenue goals while building the perfect sales machine.


Credits

The image used in this post was provided by the USFWS Mountain-Prairie and is titled Deer Silhouette. It was shared under a Creative Commons 2.0 License.

The music for Make It Matter was created and produced by the talented Lee Rosevere. If you like what you hear make sure to check him out.

Posted by Mike in Podcast
Episode 013: 25 Years of Sales Experience Distilled to Three Points

Episode 013: 25 Years of Sales Experience Distilled to Three Points

In this episode I share my approach to sales that I’ve developed over 25 years of working with prospects and clients. Boiling it all down to three key points, I show you how you can transform the way you sell, making both your own and the lives of your prospects much better.


Credits

The image used in this post was provided by Kelly Teague and is titled Old Whiskey Pint Still Sealed. It was shared under a Creative Commons 2.0 License.

The music for Make It Matter was created and produced by the talented Lee Rosevere. If you like what you hear make sure to check him out.

Posted by Mike in Podcast
Episode 012: Prioritizing Prospects for the Win

Episode 012: Prioritizing Prospects for the Win

Why not start the new year with a smarter approach to your prospects? Most agree that prioritizing prospects makes sense, but hardly anyone does it. I share a simple approach that will help you better allocate precious resources, while driving impressive sales.


Credits

The image used in this post was provided by SD Dirk and is titled Cyclone student crowd. It was shared under a Creative Commons 2.0 License.

The music for Make It Matter was created and produced by the talented Lee Rosevere. If you like what you hear make sure to check him out.

Posted by Mike in Podcast
Episode 011: Is Cold Calling Dead or Alive?

Episode 011: Is Cold Calling Dead or Alive?

This year has witnessed many proclamations of the demise of cold calling—everyone from low-level sales reps to the founder of Hubspot are all saying the cold call is dead. But, is it really? In this episode I share my perspective on the much-maligned cold call and how this may be the best time ever to embrace it.

Credits

The image used for this post was shot by Kelly Mercer and is called Old Telephone and was shared under a Creative Commons 2.0 license.

The music for Make It Matter was created and produced by the talented Lee Rosevere. If you like what you hear make sure to check him out.

Posted by Mike in Podcast