Jim Domanski shares some of findings published in his published special report on the Top Ten B2B tele-sales trends for 2011. He speaks to the evolution of transactional selling (tele-marketing) to more complex sales and greater growth of team selling situations. Hear how he describes the uber telesales rep and the opportunities ahead. He closes the interview sharing the three critical areas companies need to be focus on.
Jim Domanski is president of Teleconcepts Consulting and works with B to B companies and individuals who struggle to use the telephone more effectively to sell and market their products.
Win Loss Analysis can make a big difference to sales results. Richard Schroder is a guru on win loss; he shares his insights and recommends specific activities which will result in sales gains. Only 18% of companies in the U.S. have a structured win loss program in place which was one of the reasons he wrote his book “From a Good Sales Call to a Great Sales Call”. He wanted individual sales producers to lean how they can get better on their own. He describes sales win loss analysis as “post-sales etiquette”. In this podcast Richard provides specific suggestions and wording that you can use immediately.
Richard M. Schroder is president of Anova Consulting Group, a market research, sales training and consulting firm. He is a sought-after speaker and a recognized thought leader in win / loss analysis and sales training.
