This Week's Episode

Smart Sales Strategies

Cross-selling and Upselling: A How-to

BusinessWeek -- Savvy Selling imageDavid Pearson, vice-president of channel operations at Miller-Heiman, the world's largest sales-performance consulting and training firm, shares strategies on how to use cross-selling and up-selling to increase revenue with BW Savvy Selling columnist Michelle Nichols

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