Chapter 9 The Approach: The Power of Connecting Video Ride-Along with Tonya Murphy, General Sales Manager at Radio Station WBEN-FM You heard Tonya Murphy talk about the importance of the preapproach in the video ride-along in Chapter 8 “The Preapproach: The Power of Preparation”. Now she wants to provide you with insights about the moment of truth…the first time you actually come in contact with the customer. The approach is that… Read More »The Approach: The Power of Connecting

Chapter 8 The Preapproach: The Power of Preparation Video Ride-Along with Tonya Murphy, General Sales Manager at Radio Station WBEN-FM You met Tonya Murphy in Chapter 3 “The Power of Building Relationships: Putting Adaptive Selling to Work” when she talked about the power of relationships. Part of building relationships that work is doing your homework. It’s not enough to simply use the information you gathered when you were prospecting and qualifying. Ride… Read More »The Preapproach: The Power of Preparation

Chapter 7Prospecting and Qualifying: The Power to Identify Your Customers Video Ride-Along with Lisa Peskin, Sales Trainer at Business Development University You met Lisa Peskin in Chapter 1 “The Power to Get What You Want in Life”. She has over twenty years of experience in sales and sales training at companies such as Automatic Data Processing, Inc. (ADP), Commercial Direct, and Interbay Funding. Lisa is now a sales trainer and works… Read More »Prospecting and QualifyingThe Power to Identify Your Customers

Chapter 6-Why and How People Buy: The Power of Understanding the Customer Video Ride-Along with Rachel Gordon, Account Manager at WMGK Radio Meet Rachel Gordon. Rachel has been in sales for three years and has learned that selling is about understanding the customer’s needs and wants. Rachel sells advertising and marketing programs to businesses such as casinos, restaurants, car dealerships, and local businesses. Rachel graduated from Cornell University with a… Read More »Why and How People Buy: The Power of Understanding the Customer

Chapter 5-The Power of Effective Communication Video Ride-Along with Andrew Sykes, Pharmaceutical Sales Specialist at AstraZeneca Meet Andrew Sykes. He is a pharmaceutical sales specialist in the medical care division at AstraZeneca, one of the largest pharmaceutical companies in the world. He has been in sales for five years. Andrew calls on doctors and educates them about the products he represents. His success is measured by the number of prescriptions… Read More »The Power of Effective Communication

Chapter 4 –Business Ethics: The Power of Doing the Right Thing Video Ride-Along with Paul Blake, Vice President of Sales at Greater Media Philadelphia You met Paul Blake in Chapter 2 “The Power to Choose Your Path: Careers in Sales”. With over twenty years of experience in selling, Paul has been in challenging situations when his ethics were at stake. He knows the importance of doing the right thing, even when… Read More »Business Ethics: The Power of Doing the Right Thing

Chapter 3-The Power of Building Relationships: Putting Adaptive Selling to Work Video Ride-Along with Tonya Murphy, General Sales Manager at Radio Station WBEN-FM Meet Tonya Murphy. Tonya has been in sales for seventeen years and has developed long-term relationships with her customers. She is a general sales manager and responsible for the salespeople that sell advertising for WBEN-FM. Customers include national advertisers such as Toyota, AT&T, and Comcast as well… Read More »The Power of Building Relationships: Putting Adaptive Selling to Work

Chapter 2 –The Power to Choose Your Path: Careers in Sales Video Ride-Along with Paul Blake, Vice President of Sales at Greater Media Philadelphia Meet Paul Blake, a senior sales executive. Paul has been in sales for twenty years with roles at various companies including sales rep, sales manager, and now vice president of sales. He is responsible for over forty salespeople and millions of dollars of revenue. He and… Read More »The Power to Choose Your Path: Careers in Sales

Chapter 1 The Power to Get What You Want in Life Welcome to The Power of Selling Video Ride-Alongs Do you want to be successful in sales and in life? You’ll have a chance to meet the pros, the people who have achieved success in their careers in sales. At the beginning of each chapter you’ll have the opportunity to go on a video ride-along, a chance to hear from sales professionals and… Read More »The Power to Get What You Want in Life

When we hear Sales Strategy we often think of our marketing department and their strategy to position what we are selling.  As sales reps and sales managers we don’t often think of ourselves as strategists, but we should.  Creating a successful Sales Strategy will allow sales managers and their sales team to focus on the right customers, in the right ways, and at the right times. Any successful Sales Strategy should… Read More »How Sales Managers Create a Successful Sales Strategy