http://www.businessweek.com Every Friday "Savvy Selling" columnist Michelle Nichols answers questions submitted by readers looking for advice on ways to sell more effectively. Nichols enlists the help of her far-flung network of gurus & sales experts to offer immediate solutions Tips on Improving Sales Performance BusinessWeek Sales Strategy, Sales Organization, Sales force, Small Business, Sales advice no Every Friday the SmallBiz channel's "Savvy Selling" columnist Michelle Nichols answers questions submitted by readers who are looking for advice on ways to sell more effectively. Nichols will enlist the help of her far-flung network of motivational gurus and sales experts to offer readers immediate solutions to selling dilemmas as well as long-term strategies they can use to improve their sales figures and reach their selling goals. en-us Copyright 2008, by The McGraw-Hill Companies Inc. All rights reserved. Jaime Beauchamp#bw_online_media@businessweek.com Wed, 09 Jul 2008 15:21:06 -0400 http://blogs.law.harvard.edu/tech/rss bwwebmaster@businessweek.com 1000 http://images.businessweek.com/icons/bw_podcast_88x31.jpghttp://www.businessweek.com8831 How to improve your ability to sell Don Mardak http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_09_28_07.htm Veteran sales trainer Jim Jacobus discusses the four essential characteristics salespeople need to improve their selling skills and explains how to develop them. With Michelle Nichols, Savvy Selling columnist and podcast host Fri, 28 Sep 2007 00:00:00 -0400 16:41 sales, selling, small business, Savvy Selling, Michelle Nichols, Jim Jacobus http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_09_28_07.mp3 How to attract new customers, turn excess inventory into sales, and maintain profit margins Don Mardak http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_09_21_07.htm Don Mardak discusses with Michelle Nichols, Savvy Selling columnist and podcast host, how using a barter exchange can help companies grow their sales Fri, 21 Sep 2007 00:00:00 -0400 16:42 sales, selling, small business, Savvy Selling, Michelle Nichols, Don Mardak, International Monetary Systems, barter exchange http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_09_21_07.mp3 How to motivate yourself and others when faced with challenges on a sales call Ruben Gonzalez http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_09_14_07.htm Motivational speaker Ruben Gonzalez talks with Michelle Nichols, Savvy Selling columnist and podcast host, about how the skills he learned in the Olympics apply to sales Fri, 14 Sep 2007 00:00:00 -0400 14:25 sales, selling, small business, Savvy Selling, Michelle Nichols, Ruben Gonzalez, motivation http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_09_14_07.mp3 How to use online tools to help you sell more Jim Fowler and Scott Allen http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_09_07_07.htm Jigsaw CEO and co-founder Jim Fowler and Scott Allen, co-author of "The Virtual Handshake: Opening Doors and Closing Deals Online," talk to Savvy Selling columnist and podcast host Michelle Nichols about using Jigsaw and LinkedIn for selling Fri, 07 Sep 2007 00:00:00 -0400 13:51 sales, selling, small business, Savvy Selling, Michelle Nichols, Jim Fowler, Scott Allen, Jigsaw, LinkedIn http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_09_07_07.mp3 A new approach to the age-old game Marc Freeman http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_08_31_07.htm Consultant and author Marc Freeman talks with Michelle Nichols, Savvy Selling columnist and podcast host, about his five principles for successful renegotiating Fri, 31 Aug 2007 00:00:00 -0400 16:14 sales, selling, small business, Savvy Selling, Michelle Nichols, negotiate, negotiation, renegotiate, Marc Freeman, Marc Freeman and Associates http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_08_31_07.mp3 Jeb Blount Offers Five Strategies to Increase Sales Success Jeb Blount http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_08_24_07.htm Jeb Blount, author of "PowerPrinciples" and founder of the sales training firm Sales Gravy, discusses strategies with Michelle Nichols, Savvy Selling columnist and podcast host, to help salespeople get started, set goals, and overcome fears Fri, 24 Aug 2007 00:00:00 -0400 14:49 sales, selling, small business, Savvy Selling, Michelle Nichols, Jeb Blount, sales training firm Sales Gravy, PowerPrinciples http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_08_24_07.mp3 10 Critical Mistakes Salespeople Make with CRM Susan Clark http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_08_17_07.htm Susan Clark tells Michelle Nichols, Savvy Selling columnist and podcast host, about the 10 critical mistakes salespeople make with CRM (Customer Relationship Management software) Fri, 17 Aug 2007 00:00:00 -0400 17:55 sales, selling, small business, Savvy Selling, Michelle Nichols, ACT!, CRM, customer relationship software, Salesforce.com, Houston, Texas, Cornerstone Solutions http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_08_17_07.mp3 Marketing Coach Terry Brock Terry Brock http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_08_10_07.htm Focus on relationships, not technology, but be aware of the role gadgets and other platforms can play. That's the message for salespeople from marketing coach Terry Brock, president of Orlando.s Achievement Systems, in his interview with BW Savvy Selling columnist Michelle Nichols Fri, 10 Aug 2007 00:00:00 -0400 16:08 sales, selling, small business, Savvy Selling, Michelle Nichols, Terry Brock, Achievement Systems based in Orlando, Florida, technology, relationship selling http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_08_10_07.mp3 Author Mark Sanborn on Increasing Sales and Referrals Sue Burnett http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_08_03_07.htm Mark Sanborn, author of bestseller, The Fred Factor, chats with Michelle Nichols, Savvy Selling columnist and podcast host, about interactions salespeople have with their customers. He offers ideas on creating more value for customers to increase sales and referrals Fri, 03 Aug 2007 00:00:00 -0400 14:42 sales, selling, small business, Savvy Selling, Michelle Nichols, Mark Sanborn, The Fred Factor, Sanborn & Associates, referrals http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_08_03_07.mp3 How the Founder and President of Burnett Staffing Specialists Helps Drive Sales Sue Burnett http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_07_27_07.htm The founder of Burnett Staffing Specialists explains how her roles as deal closer, cheerleader, industry leader, award winner, and community member helped contribute to her company.s sales success Fri, 27 Jul 2007 00:00:00 -0400 16:46 sales, selling, small business, Savvy Selling, Michelle Nichols, Burnett Staffing Specialists http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_07_27_07.mp3 Joe Calloway On Why Having Fun Benefits Customers Joe Calloway http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_07_20_07.htm Author Joe Calloway talks with Michelle Nichols, Savvy Selling columnist and podcast host, about why having fun and "showing off" on the job is good for customers Fri, 20 Jul 2007 00:00:00 -0400 14:56 sales, selling, small business, Savvy Selling, Michelle Nichols, Joe Calloway, showing off, customers http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_07_20_07.mp3 Ron Hubsher Recommends Carefully Cultivating a Small Group of Clients Ron Hubsher http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_07_13_07.htm Ron Hubsher talks with Michelle Nichols, Savvy Selling columnist and podcast host, about why the traditional "sales funnel" concept should be turned upside down so salespeople have the time and resources to spend with prospective customers who are more likely to buy Fri, 13 Jul 2007 00:00:00 -0400 14:43 sales, selling, small business, Savvy Selling, Michelle Nichols, Ron Hubsher, Sales Optimization Group, New York City, sales funnel, sales pipeline, target customers, clients http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_07_13_07.mp3 Create a Business Based Entirely on Referrals Joanne Black http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_07_06_07.htm Author and sales consultant Joanne Black talks with Savvy Selling columnist and podcast host Michelle Nichols about strategies for creating a referral-based business Fri, 06 Jul 2007 00:00:00 -0400 16:39 sales, selling, small business, Savvy Selling, Michelle Nichols, referrals, Joanne Black, cold calling, cold calls, objections http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_07_06_07.mp3 Sales trainer and author Dave Kurlan explains how the sport can apply to selling Dave Kurlan http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_06_29_07.htm Sales trainer and author Dave Kurlan talks with Savvy Selling columnist and podcast host Michelle Nichols about using what you know about baseball to sell more Fri, 29 Jun 2007 00:00:00 -0400 15:46 sales, selling, small business, Savvy Selling, Michelle Nichols, Objective Management Group, Dave Kurlan, Baseline Selling http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_06_29_07.mp3 From Show and Tell to Show and Sell Terri Sjodin http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_06_22_07.htm Sales trainer and author Terri Sjodin shares strategies with Savvy Selling columnist and podcast host Michelle Nichols to improve sales presentations and close more deals Fri, 22 Jun 2007 00:00:00 -0400 16:31 sales, selling, small business, Savvy Selling, Michelle Nichols, money, ROI, persuasion, costs, closing http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_06_22_07.mp3 How Salespeople Can Bring Up the Subject of Money with Clients Jeffrey Fox http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_06_15_07.htm Sales consultant and author Jeff Thull shares strategies with Savvy Selling columnist and podcast host Michelle Nichols on how to talk persuasively about costs with customers to help close the sale Fri, 15 Jun 2007 00:00:00 -0400 15:07 sales, selling, small business, Savvy Selling, Michelle Nichols, money, ROI, persuasion, costs, closing http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_06_15_07.mp3 How to incorporate rainmaking strategies into your sales routine Jeffrey Fox http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_06_08_07.htm Author Jeffrey Fox discusses 10 tips for bringing in and keeping new customers and clients with Savvy Selling columnist Michelle Nichols Fri, 08 Jun 2007 00:00:00 -0400 16:02 sales, selling, small business, Savvy Selling, Michelle Nichols, new business, rainmaker, Jeffrey Fox, Fox and Company http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_06_08_07.mp3 How to develop charisma and use it during the sales process Dr. Tony Alessandra http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_06_01_07.htm Dr. Tony Alessandra says a salesperson's charisma is more important today than ever as customers become more image conscious. He talks with Savvy Selling columnist and podcast host Michelle Nichols about how to develop charisma and use it during sales Fri, 01 Jun 2007 00:00:00 -0400 15:20 sales, selling, small business, Savvy Selling, Michelle Nichols, Tony Alessandra, charisma http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_06_01_07.mp3 Why Golfing with Customers or Prospects Can Have a Significant ROI Laura Posey http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_05_25_07.htm Sales trainer and consultant Laura Posey explains why spending time on the golf course with customers or prospects can have a significant return on investment Fri, 25 May 2007 00:00:00 -0400 15:50 small business, Savvy Selling, sales, selling, small business, Michelle Nichols, Laura Posey, golf, women in golf, business golf http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_05_25_07.mp3 Why preparation, hustle, and being open to coaching are keys to sales success Nate Scholz and Jack Calabrese http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_05_18_07.htm Nate Scholz, winner of the 2007 National Collegiate Sales Competition, and Jack Calabrese, director of hiring and training at Liberty Mutual, discuss the key traits for sales success with Savvy Selling columnist Michelle Nichols Fri, 18 May 2007 00:00:00 -0400 14:51 Savvy Selling, sales, selling, small business, National Collegiate Sales Competition, Kennesaw, Liberty Mutual, Michelle Nichols, Washington State University http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_05_18_07.mp3 How to read sales prospects Mark Hunter http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_05_11_07.htm Mark Hunter, president of Omaha-based sales consulting firm The Sales Hunter, shares with Savvy Selling columnist Michelle Nichols his strategies on how to distinguish between a prospective customer's minor concerns vs. major deal breakers Fri, 11 May 2007 00:00:00 -0400 16:11 Michelle Nichols, Savvy Selling, small business, sales, selling, Mark Hunter, The Sales Hunter, close the sale, closing, revenues http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_05_11_07.mp3 Tips and Strategies for Using the Site to Sell More Eli Davidson http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_05_04_07.htm Author Eli Davidson shares strategies with Savvy Selling columnist and podcast host Michelle Nichols on using YouTube as a sales tool Fri, 04 May 2007 00:00:00 -0400 14:01 Michelle Nichols, Savvy Selling, sales, selling, YouTube, Eli Davidson http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_05_04_07.mp3 How to Set and "Sell" Your Prices Jon Manning http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_04_27_07.htm Jon Manning, founder of Australia.s Sans Prix pricing consultancy, shares strategies with Savvy Selling columnist and podcast host Michelle Nichols on how to set prices and convince your customers to accept them Fri, 27 Apr 2007 00:00:00 -0400 16:23 Michelle Nichols, Savvy Selling, sales, selling, Jon Manning, setting prices, Sans Prix http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_04_27_07.mp3 John Jantsch on Increasing Repeat Sales John Jantsch http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_04_20_07.htm Michelle Nichols, BW.com Savvy Selling columnist talks to John Jantsch, author of "Duct Tape Marketing" about strategies to increase repeat sales Fri, 20 Apr 2007 00:00:00 -0400 14:55 Michelle Nichols, Savvy Selling, sales, selling, John Jantsch, Duct Tape Marketing, repeat sales http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_04_20_07.mp3 How to Sell to High Net-Worth Clients Nadine Wong http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_04_13_07.htm Nadine Wong, an executive director with Morgan Stanley.s Private Wealth Management division, offers strategies for selling to high net-worth clients Fri, 13 Apr 2007 00:00:00 -0400 15:33 Michelle Nichols, Savvy Selling, sales, selling, Nadine Wong, Morgan Stanley.s Private Wealth Management division, high net-worth clients, multimillionaires http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_04_13_07.mp3 Strategies for more effective sales prospecting Warren Greshes http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_04_06_07.htm Warren Greshes, motivational speaker and author of "The Best Damn Sales Book Ever," shares strategies for more effective sales prospecting with Michelle Nichols, BW.com Savvy Selling columnist and podcast host. Greshes also offers a story of how one man sold a $100 million life insurance policy through cold calling Fri, 06 Apr 2007 00:00:00 -0400 17:20 Michelle Nichols, Savvy Selling, sales, selling, Warren Greshes, The Best Damn Sales Book Ever, cold calling, prospecting, Speaking Success http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_04_06_07.mp3 Selling strategies that are both ethical and successful Frank C. Bucaro http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_03_30_07.htm Savvy Selling Columnist Michelle Nichols asks veteran business ethics consultant Frank C. Bucaro for his strategies to achieve success while maintaining integrity Fri, 30 Mar 2007 00:00:00 -0400 16:48 Michelle Nichols, Savvy Selling, sales, selling, ethics, Frank C. Bucaro & Associates, Inc. http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_03_30_07.mp3 Spending Less on Marketing and More on Sales Maureen Blandford http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_03_23_07.htm Maureen Blandford, founder of the Mind Time Group in Dayton, Ohio, speaks with Michelle Nichols, Savvy Selling columnist and podcast host, on reasons why business-to-business organizations should spend less on marketing and more on sales to increase revenues Fri, 23 Mar 2007 00:00:00 -0400 14:51 Michelle Nichols, Savvy Selling, sales, selling, Maureen Blandford, Mind Time Group in Dayton, OH http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_03_23_07.mp3 Stories that Build Connections with Customers Doug Stevenson http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_03_16_07.htm Doug Stevenson, president of Story Theater International, offers Savvy Selling columnist and podcast host Michelle Nichols his strategies on using storytelling to make more sales Fri, 16 Mar 2007 00:00:00 -0400 17:56 Michelle Nichols, Savvy Selling, sales, selling, Doug Stevenson, Story Theater International, storytelling http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_03_16_07.mp3 Do.s and don.ts for salespeople who want to sell to the government Gloria Berthold http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_03_08_07.htm Gloria Berthold, founder of Targetgov.com, shares her insights with Savvy Selling columnist and podcast host Michelle Nichols on how to sell to the federal government Thu, 08 Mar 2007 23:00:00 -0500 14:41 Michelle Nichols, Savvy Selling, sales, selling, Gloria Berthold, selling to the federal government, targetgov.com http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_03_09_07.mp3 Building a Stronger Team and Increasing Sales Rob Waldman http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_03_01_07.htm Rob "Waldo" Waldman, a former Air Force fighter pilot, offers Savvy Selling columnist and podcast host, Michelle Nichols, his strategies for promoting teamwork and selling more Thu, 01 Mar 2007 23:00:00 -0500 15:08 Michelle Nichols, Savvy Selling, sales, selling, Rob "Waldo" Waldman, The Patriot Group, teamwork http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_03_02_07.mp3 Getting past concerns about price when selling Robin Adams http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_02_22_07.htm Yi Ming Executive Coaching's Robin Adams tells Savvy Selling columnist Michelle Nichols how to get past concerns about price during the sales process Thu, 22 Feb 2007 23:00:00 -0500 15:34 Michelle Nichols, Savvy Selling, sales, Yi Ming Executive Coaching, Robin Adams, negotiating, pricing http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_02_23_07.mp3 Twelve Questions That Can Help You Sell More Hal Becker http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_02_15_07.htm Hal Becker, the author of Can I Have 5 Minutes of Your Time? tells Savvy Selling columnist and podcast host Michelle Nichols how 12 questions can help you sell more Thu, 15 Feb 2007 23:00:00 -0500 16:12 Michelle Nichols Savvy Selling sales Hal Becker Can I Have 5 Minutes of Your Time? http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_02_16_07.mp3 Larry Winget.s Outrageous Selling Advice Larry Winget http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_02_08_07.htm Larry Winget, the host of the A&E reality show Big Spender and author of It's Called WORK for a Reason: Your Success is Your Own Damn Fault, shares his outrageous selling principles Thu, 08 Feb 2007 23:00:00 -0500 12:58 Michelle Nichols Savvy Selling sales Susan RoAne How to Work a Room The Ultimate Guide to Savvy Socializing in Person and Online networking http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_02_09_07.mp3 A Master Networker Offers Selling Strategies Susan RoAne http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_02_01_07.htm Susan RoAne, author of How to Work a Room: The Ultimate Guide to Savvy Socializing in Person and Online, shares her insights with Savvy Selling columnist Michelle Nichols on using networking and social events to increase sales Thu, 01 Feb 2007 23:00:00 -0500 15:38 Michelle Nichols Savvy Selling sales Susan RoAne How to Work a Room The Ultimate Guide to Savvy Socializing in Person and Online networking http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_02_02_07.mp3 The Science Behind Selling to the Top Brass Anthony Parinello http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_01_25_07.htm Anthony Parinello, author of best-seller "Getting to VITO (The Very Important Top Officer)," talks with Savvy Selling columnist Michelle Nichols about what.s different about selling to VITOs, how to get through to them, and how they like to be sold Thu, 25 Jan 2007 23:00:00 -0500 15:09 Michelle Nichols Savvy Selling sales Getting to VITO The Very Important Top Officer Anthony Parinello top executives VITO Selling http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_01_26_07.mp3 How to Negotiate Ed Brodow http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_01_18_07.htm Ed Brodow, author of "Negotiation Boot Camp: How to Resolve Conflict, Satisfy Customers, and Make Better Deals," talks with Savvy Selling columnist Michelle Nichols about 10 basic negotiating strategies to help salespeople sell more and at better profits Thu, 18 Jan 2007 23:00:00 -0500 14:10 Michelle Nichols Savvy Selling sales Ed Brodow Negotiation Boot Camp How to Resolve Conflict Satisfy Customers and Make Better Deals Ed Brodow Seminars http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_01_19_07.mp3 Strategies for Immigrants Selling in the U.S. Pradeep Anand http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_12_28_06.htm Pradeep Anand, an author and president of the marketing consultancy Seeta Resources, says success in sales comes from establishing trust with prospective clients. Here he shares advice for immigrant salespeople unfamiliar with the U.S. market with BW Savvy Selling columnist Michelle Nichols Thu, 28 Dec 2006 23:00:00 -0500 12:46 Michelle Nichols Savvy Selling sales Miller Heiman Daid Pearson cross-selling upselling http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_12_29_06.mp3 Cross-selling and Upselling: A How-to David Pearson http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_12_21_06.htm David 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 Thu, 21 Dec 2006 23:00:00 -0500 14:47 Michelle Nichols Savvy Selling sales Miller Heiman Daid Pearson cross-selling upselling http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_12_22_06.mp3 Selling to Generations X and Y Lisa Johnson http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_12_14_06.htm Lisa Johnson, author of the book Mind Your X's and Y's and CEO of consumer consulting firm the Reach Group, talks with BW Savvy Selling columnist Michelle Nichols about how to sell more effectively to consumers ages 18 to 40 Thu, 14 Dec 2006 23:00:00 -0500 14:21 Michelle Nichols Savvy Selling sales the Reach Group consulting firm Generations X Y selling to young people Mind Your http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_12_15_06.mp3 Selling in the Red Zone Spencer Tillman http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_12_07_06.htm Former professional football player and sports broadcaster Spencer Tillman is now an author and motivational speaker. In an interview with BW's Michelle Nichols, he discusses three strategies to selling successfully when the pressure is on Thu, 07 Dec 2006 23:00:00 -0500 12:45 Michelle Nichols Savvy Selling sales Scoring in the Red Zone pressure selling strategy http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_12_08_06.mp3 Sales Coach Dan Seidman Dan Seidman http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_11_30_06.htm Sales coach and author Dan Seidman has collected more than 600 sales horror stories and published 50 of them in the book Sales Autopsy. Here, he talks with Savvy Selling columnist and podcast host Michelle Nichols about closing a deal after disaster strikes Thu, 30 Nov 2006 23:00:00 -0500 10:50 Michelle Nichols Savvy Selling sales Dan Seidman Sales Autopsy sales disasters http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_12_01_06.mp3 Selling to Big Companies Jill Konrath http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_11_23_06.htm Jill Konrath, the founder and chief sales officer of a consulting firm that specializes in helping small businesses sell to big corporations, and author of "Selling to Big Companies," shares her secrets on how to crack open and sell to large accounts Thu, 23 Nov 2006 23:00:00 -0500 14:42 Michelle Nichols Savvy Selling sales Jill Konrath Selling to Big Companies selling strategies http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_11_24_06.mp3 The Keys to Relationship Selling Jim Cathcart http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_11_16_06.htm So 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 Thu, 16 Nov 2006 23:00:00 -0500 15:33 Michelle Nichols Savvy Selling sales relationship selling Jim Cathcart http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_11_17_06.mp3 Zig Ziglar discusses his keys to selling Zig Ziglar http://www.businessweek.com/mediacenter/podcasts/savvy_selling/savvy_selling_11_09_06.htm "Master motivator" Zig Ziglar discusses his philosophy on selling. "You can have everything in life you want, if you will just help enough other people get what they want." He explains how to incorporate this idea into your daily sales tactics Thu, 09 Nov 2006 23:00:00 -0500 14:55 Savvy Selling Michelle Nichols selling Zig Ziglar integrity author entrepreneur motivational speaker http://www.businessweek.com/mediacenter/qt/podcasts/savvy_selling/savvy_selling_11_10_06.mp3