Polycom Power Selling Series Podcasts

Nathan Schulz, Director of Enterprise Sales Midwest and PNW, talks about negotiation tactics and strategies.

Sr. Manager, Systems Engineering Brett Turner talks about how emotional intelligence can help grow your business.

Mike Moncivais, director of solution architects and SEs for Polycom's cloud and service provider organization, talks about the art and science of customer responsiveness and why it's key to developing strong customer relationships.

Mark Paul, Territory Account Manager for the Americas East, talks about strategies for winning business at competitive accounts. Strategies include leveraging Polycom's relationship with Microsoft to compete against Cisco, developing champions within competitive accounts, and creating social debt, i.e. using positive outcomes at existing accounts to engage prospects at competitive accounts.

VP of Enterprise Sales West Josh Baird talks about closing--why it matters and what it takes to get it done. Josh discusses 10 tried and true closing strategies and goes in depth on the importance of earning the right to close.

Polycom Microsoft Solutions Architect Jose Mateo shares strategies for handling objections. Dealing with objections is part of sales, Jose says, and requires preparation to learn about the prospects' needs and challenges and to anticipate their likely objections.

Channel Systems Engineer Sean O'Connor talks about using storytelling to provide context and articulate the value of Polycom products in a way that puts the prospect front and center and speaks to their most pressing business needs.

Polycom Product Manager Randy Wintle talks about building rapport with prospects--why it matters and how to how to achieve it. The key, for Wintle, is focusing in on the prospect's "why," i.e. what motivates them to take action and make decisions.

Polycom Global Account Manager Bryan Bearden discusses the ins and outs of prospecting, sharing insights and tips for how to connect with prospects and develop new business. Strategies include developing a positive mindset, turning rejection into opportunity, tailoring messaging to individual prospects, and more.

Jeff Giampa, Vice President of Systems Engineering for the Americas, offers insights and tips on time management, including how to best prioritize the many tasks demanding your attention, how to maintain focus while using phones, tablets, and other tools that provide constant distraction, and why multitasking is the enemy of prioritization and focus.