This Week's Episode

Relationship Selling

The Keys to Relationship Selling

BusinessWeek -- Savvy Selling imageSo what's more important -- the relationship with the client or prospect, or the sale? Jim Cathcart, author of "Relationship Selling," explains what that concept really means and discusses techniques that salespeople can apply to reach the top 1% of their field

Listen to this episode (requires QuickTime 7 or iTunes)

Subscribe to this series on iTunes

Grab this feed for a podcast reader other than iTunes

See all of BW's podcasts



Media Kit | Special Sections | MarketPlace | Knowledge Centers
McGraw-Hill Cos.
  ARCHIVES

Four Key Skills for Salespeople

Fri, Sep 28 2007 0:00:00 EDT

Using Barter to Sell More

Fri, Sep 21 2007 0:00:00 EDT

Building a Sales Support System

Fri, Sep 14 2007 0:00:00 EDT

Selling with Jigsaw and LinkedIn

Fri, Sep 7 2007 0:00:00 EDT

How to Renegotiate

Fri, Aug 31 2007 0:00:00 EDT

Taking More Action When Selling

Fri, Aug 24 2007 0:00:00 EDT

Customer Relationship Management software

Fri, Aug 17 2007 0:00:00 EDT

Selling with Technology

Fri, Aug 10 2007 0:00:00 EDT

Creating More Value for Customers

Fri, Aug 3 2007 0:00:00 EDT

The Leader.s Role in Selling

Fri, Jul 27 2007 0:00:00 EDT

Showing Off When Selling

Fri, Jul 20 2007 0:00:00 EDT

Turning the Sales Funnel Upside Down

Fri, Jul 13 2007 0:00:00 EDT

Time to Stop Cold Calling

Fri, Jul 6 2007 0:00:00 EDT

Using What You Know About Baseball to Sell More

Fri, Jun 29 2007 0:00:00 EDT

Giving Sales Presentations that Work

Fri, Jun 22 2007 0:00:00 EDT

Talking About Costs to Close the Sale

Fri, Jun 15 2007 0:00:00 EDT

Bringing in New Customers and Clients

Fri, Jun 8 2007 0:00:00 EDT

Increasing a Salesperson.s Appeal

Fri, Jun 1 2007 0:00:00 EDT

Using Golf to Increase Sales

Fri, May 25 2007 0:00:00 EDT

Lessons from a Sales Contest Winner

Fri, May 18 2007 0:00:00 EDT

Deal Breaker or No Big Deal?

Fri, May 11 2007 0:00:00 EDT

Selling on YouTube

Fri, May 4 2007 0:00:00 EDT

Setting Prices

Fri, Apr 27 2007 0:00:00 EDT

Developing Relationships with Longtime Customers

Fri, Apr 20 2007 0:00:00 EDT

Selling to Multimillionaires

Fri, Apr 13 2007 0:00:00 EDT

The Secrets to Cold Calling

Fri, Apr 6 2007 0:00:00 EDT

Ethics for Salespeople

Fri, Mar 30 2007 0:00:00 EDT

Giving More Money to the Sales Side

Fri, Mar 23 2007 0:00:00 EDT

Sell It with a Story

Fri, Mar 16 2007 0:00:00 EDT

Selling to the Federal Government

Thu, Mar 8 2007 23:00:00 EST

Promoting Teamwork and Sales

Thu, Mar 1 2007 23:00:00 EST

When to Talk About Price

Thu, Feb 22 2007 23:00:00 EST

How Hal Becker Lands Sales

Thu, Feb 15 2007 23:00:00 EST

An "Irritational" Speaker on How to Sell More

Thu, Feb 8 2007 23:00:00 EST

Networking for Sellers

Thu, Feb 1 2007 23:00:00 EST

Selling to Executives

Thu, Jan 25 2007 23:00:00 EST

Negotiation 101

Thu, Jan 18 2007 23:00:00 EST

Selling Across Cultures

Thu, Dec 28 2006 23:00:00 EST

Smart Sales Strategies

Thu, Dec 21 2006 23:00:00 EST

Reaching for Revenue

Thu, Dec 14 2006 23:00:00 EST

Tillman Explains It All

Thu, Dec 7 2006 23:00:00 EST

When Deals Go Bad

Thu, Nov 30 2006 23:00:00 EST

Selling to Giants

Thu, Nov 23 2006 23:00:00 EST

Relationship Selling

Thu, Nov 16 2006 23:00:00 EST

Sales Guru Zig Ziglar

Thu, Nov 9 2006 23:00:00 EST