Radio show co-hosts Len D’Innocenzo and Jack Cullen are Founders and Principles of Corporate Sales Coaches. They started their sales training and development business in 1988 aimed at improving sales productivity for their clients. Over twenty years later they have worked with companies in a wide variety of industries and been successful in meeting that objective. They were Principles of CRKInteractive when these radio shows were aired. Len & Jack developed their Customer-Focused programs that help salespeople, sales managers and customer service reps become more effective.
Sales Coaching by Sales Manager's for Increased Revenue - Their focus today is practical advice for sales managers and business owners to help them effectively coach sales people to grow their business.
Gaining Commitment to Action - Co-hosts Len D'Innocenzo and Jack Cullen share insights regarding the sales profession with focus today on an important area - closing.
Like a Good Neighbor, State Farm is There - Mike Wilkinson is a leading State Farm Area Field Executive responsible for Alaska and runs one of the top performing areas for State Farm Insurance. He will be interviewed by Co-hosts Len D'Innocenzo and Jack Cullen and share his insights regarding the sales profession, leadership and coaching for higher performance.
Increasing Sales Through Personal and Shared Accountability - In this economy achieving sales goals is challenging. It requires focus, determination, flexibility and follow-up. All of these attributes are accomplished through a dedication to personal and shared accountability - "taking action consistent with desired outcomes."
Focus on the Customer - Not Your Products or Services - Len and Jack will interview their guest, James Sufrin, Sales VP at Oberthur Technologies a world leading provider of banking smartcard and conventional plastic card manufacturing and personalization services serving over 200 financial customers in North America alone.
Time & Priority Management - This is a subject that will be of interest to both seasoned sales vets and rookies, as well as listeners in general. We all face the same daily dilemma: too much to do and not enough time to do it.
More Sales Tips from Sales Professionals - More real world selling tips from sales people around the globe will be shared by Co-hosts, Len D'Innocenzo and Jack Cullen. They received so many responses from listeners, clients and Corporate Sales Coaches associates for sales tips that it required a Part Two of the show from the March 8 show.
Sales Tips from Sales Professionals - Real world selling tips from sales people around the globe will be shared by Co-hosts, Len D'Innocenzo and Jack Cullen. If you have a sales tip that you'd like to share email it today to info@corporatesalescoaches.com.
Objections Happen - Every sales pro knows that handling objections, resistance and complaints go with the territory. It's why sales people make the big bucks! If you are not getting the occasional objection, something may be wrong.
Presenting a Customer Focused Solution - Who decides if a sales presentation is effective? A few episodes ago, our co-hosts explained that no one wants to be on the receiving end of the sales person that shows up to throw up!
Coach Lou Holtz Discusses DO RIGHT - THE PLAN - In 1988, Coach Holtz filmed "Do Right!" - an examination of the three values at the heart of his success. "Do Right!" became the best selling corporate film in America. Through trial and error, victory and defeat, every success begins with two things: a vision and a plan. Jack Cullen and Len D'Innocenzo will interview their guest, legendary Coach Lou Holtz.
Enhancing Your Customers' Experience is the Key - Increasing sales is all about building lasting customer relationships, and the relationship starts only when you focus on "Enhancing Your Customers' Experience."
Be Optimistic! - In every industry, research shows that optimistic salespeople significantly outperform the pessimists. But HOW do they do it, and how can you learn to pick up your spirits even when the going gets tough?
Special Encore Presentation: Selling to People With Different (even Difficult) Behavioral Styles - Many sales people have unconsciously gravitated to selling to people that are in many ways like them. And often times, they are successful selling to people that think and act in similar ways.
Creating Interest - Effective Prospecting Activity - Every sales person knows the importance of consistently prospecting for new opportunities. We all recognize the danger of an empty pipeline of potential business.
Sales Interviews vs. Sales Calls - No one wants to be on the receiving end of the sales person that shows up to throw up! Yet many sales folks do just that. Likely it's not something they have planned but at some point in a discussion they hear one thing from the prospect that sends them into their "pitch" and a lost opportunity occurs. Lost opportunity?
Selling to People With Different (even Difficult) Behavioral Styles - Many sales people have unconsciously gravitated to selling to people that are in many ways like them. And often times, they are successful selling to people that think and act in similar ways. Then, we have to ask, but what about all the other potential customers out there that see the world thru a different set of lenses?
Establishing Your Credibility and Building Trust - Many sales people have sat in on sales training session that taught the importance of excellent questioning techniques. Certainly, that is an important skill for any sales pro to have in their arsenal.
The Sales Professional Makes The Difference! - Although products or services offered from different companies may seem the same, features may look alike, and prices may be very close, all things are never equal. Either positively or negatively, the salesperson makes the difference in the mind of the potential customer.