Sales Warrior: The Basho Technologies Podcast

Wolfgang Staehle and Tony Falco: Join Wolfgang Staehle, President and GM of EMEA for Wyse, and learn the key things you need to know to get a foothold in the Europe markets.

Knowing your sales equation is a key way to manage your time, be more successful and stand out from the crowd. Join John Barrows and Chris Kelly to learn how to define your equation for success.

Driving complex enterprise deals to closure requires the ability to gather key resources and them manage and focus their efforts. The mental transformation from Field Rep to Field Marshall in command of the deal is crucial if you want to close big deals in today's economy.

Turning a tradeshow into a productive selling opportunity is the mark of a pro. Very few do it well without the techniques revealed n this episode of Sales Warrior.

Eric Shaver and Chris Kelley discuss how to gauge the health of the deals in your pipeline and ensure your Q4 forecast comes to fruition.

Eric Shaver interviews the winner of the Basho Community Best Closing Story contest. Learn how Rob advanced his deal.

Your channel partners are an extension of your sales force; equip them with the right tools and they will take ownership and drive revenue.

Load your pipeline with prospecting strategies to gain the attention of executives.

Discover the keys to successful selling in times of diminished budgets and pushed-out deals.

Stop waiting for the leads to be dropped in your lap and start prospecting the right way. Learn strategies that yield 20% response rates to your cold calls and emails.

Learn how sales professionals can and should be using social media for prospecting success. Gain access to your target organizations through blogs, podcasts and other social media technologies.

The 6-month checkup for your sales strategy – recharge your batteries, check in with your clients, and review the goals that you set earlier in the year.

Learn how reps and managers can take advantage of compensation plans.

Getting better at sales requires shifts in behavior. Explore the topic of sales coaching with Jeff Hoffman and Boyd Peterson as they discuss how salespeople can open up to the coaching process to improve their sales results.

What do you do when a deal falls apart? Learn techniques to handle bad sales calls and be aware of the warning signs of a failing deal.

What stands in the way of sales success? Explore the buying side of the sales process and learn how to avoid common mistakes.

Inspire top sales performance with SPIFFs that show you value your team.

Jeff Hoffman and Tim Haller provide strategies for building successful relationships with channel partners.

Learn how to overcome the fear of asking hard questions in the sales process through careful planning.

The steps to create a joint Sales and Marketing campaign.

Tools and techniques that make the sales engineer an invaluable part of the selling team.

Learn how to become more proactive with your sales activity and create new sales opportunities.

Make a few small resolutions this year to make a major impact on your sales results. Jeff and Tim provide some new strategies to make your New Year a successful one.

Sales reps often complain that their deals are “stuck” because they are working with those who do not have real power within their target organizations. But, as sales professionals, we absolutely have control over who we engage with; these techniques enable you to uncover true power.

Top sales pros know how to maximize their time and take advantage of all possible opportunities. Learn the techniques they use to become more productive and get more disciplined in your approach.

Instead of the typical new hire training, employ these strategies to quickly engage your new sales reps and enable them to be successful from the very start.

In order to successfully sell overseas, sales professionals must be aware of cultural differences and how to appropriately build relationships with international clients. In this podcast, Basho Strategies explores the cultural sensitivities that are necessary when selling internationally.

Selling within your own company requires a plan. How do you get to power and build the right relationships at the right time to advance your agenda?

Make the most of your hectic travel schedule; make it more productive, more bearable and more interesting with these strategies when you are on the road.

Selling an intangible product might involve selling to Pain or selling to Pleasure. Knowing when and how to read the Power Line in an account and employing the right tactic can bring big rewards.

Sales professionals must know how to handle setbacks and move on to maintain top performance. Basho Strategies’ CEO Jeff Hoffman interviews Mike Sadeghpour, founder and CEO of ReGenerate, to explore strategies to stay motivated and energized.

What are the first things you should do in your new role as a sales manager? Learn the strategies that you can implement in those first critical days as you establish yourself in a management role.

Neuro-Linguistic Programming is a powerful tool for building rapport and communicating with prospects. Learn how to use it to your advantage.

Educational and reference resources that enable you to be more successful at selling and give you tactics for increasing your sales efficiency.

By developing a custom bargaining checklist and a formal negotiation strategy, you will create the most favorable environment for negotiations.

Attention, Interest, Desire and Action: these are the emotional states that great sales professionals must inspire in their prospects.

What are the key elements to a great elevator pitch? Should you have more than one? Get tips on how to create one and use it to your advantage.

Champions: How do I get a Champion in an account ? What is the difference between a coach, a sponsor and a champion ? Locating a Champion - and making sure you have one. Why someone becomes a Champion. Closing for a Champion.

Networking Confidence: Quality activity, effective techniques. Setting goals for networking. Engaging and disengaging during the event. Getting to Power - Talking to Power. What to talk about - articulating what you want.

Characteristics of Winning Salespeople: Impeccable honesty - the foundation of sales success. Passion and pride. Discipline and accountability. Having a sense of humor - sharing yourself, and having a great time.