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Leadership: How to say it
by Gene Griessman, Ph.D.
Considerable skill is required to successfully say to someone in a power position, "I want to do it my way instead of your way."
Fill Your Pipeline by Refining Your Referral Requests
by Kendra Lee, President, KLA Group
Broaden your expectations to seek introductions to people who'll implement and appreciate your offerings like your best clients do.
Good Questions and The Basics of Selling
by Dave Kahle, The Growth Coach®
The best salespeople execute the essentials with excellence. They focus on the quantity and quality of their interactions with their customers.
Don't Overlook Sales Fundamentals!
by Jim Kasper, President & CEO, Interactive Resource Group
As we face tougher market conditions, the pressure is on for us to close more business.
Content is King in the New 'Post-Marketing' Era
by Norwin A. Merens, Managing Director, NM Marketing Communications
Economic changes are forcing companies to rethink how they market to their customers.
Business Goals Help You Plan Your Marketing
by Debra Murphy, Masterful Marketing
To develop a sensible marketing plan, you need to know what you want to achieve with your business and how you are going to get there.
Convert More Appointments to Sales Opportunities with These 5 Questions
by Tony Cole, President & CEO, Anthony Cole Training Group
Here are 5 questions to help you accomplish the three "not complicated" steps in selling.
5 Smart Decisions to Selling Success
by Tony Cole, President & CEO, Anthony Cole Training Group
This is about individual sales professionals making a decision to take responsibility for their success
Beware of Hiring Your Competitor's Sales People
by Lee Salz, President, Sales Architects
Hiring sales people from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy.
The Best Way To Predict The Future Is To Invent It.
by Gregory P. Smith, President, Chart Your Course International
My clients expect me to know what is happening in the business world and advise them accordingly
Rocks, To Do's and Intentions
by Tony Cole, President & CEO, Anthony Cole Training Group
Over the years, I've discovered that when sales people tell me that they have prospecting on their "to do" list, what they really are saying is that they "intend" to prospect.
Keep Doing, Start Doing, Stop Doing
by Tony Cole, President & CEO, Anthony Cole Training Group
Keep Doing, Start Doing and Stop Doing: What are those important issues for your firm?
Just Listen!
by Dave Kahle, The Growth Coach®
Purchasers would be "much more likely" to buy from a salesperson if that salesperson would just "listen" to the customer.
A Budget-Friendly Way to Market in a Recession
by Keith Sutherland, VP of Client Development, VendorSeek.com
As the recession marches on, most companies have reduced their marketing budgets and must be creative with the advertising dollars they have
Why Corporate Images Are On Fire?
by Naseem Javed, President, ABC Namebank
Today, no matter how big or small the name-identity, it must face some of the principle Laws of Corporate Naming
Consistent Sales Growth
by Tony Cole, President & CEO, Anthony Cole Training Group
I'm sure that some of you are saying, "We have sales growth." I'm sure that you do. However, is it consistent?
Stop Quoting and Start Qualifying
by Tony Cole, President & CEO, Anthony Cole Training Group
Stop quoting and start finding sales prospects that fit the profile of your ideal client.
Are You Buff or Buffalo in Selling?
by Tony Cole, President & CEO, Anthony Cole Training Group
You want to become "sales buff"? If so, then you have to make sure you understand what it takes to be buff
CPM and Cost-Per-Point are not the same
by Erwin Ephron
The recent industry proposal that spot media change from a cost-per-point to a cost-per-thousand currency measure ignores important differences
Finding the Right Marketing Mix in Tough Times
by Norwin A. Merens, Managing Director, NM Marketing Communications
Most b-to-b marketers are confronting tough choices on the most effective ways to use their budgets.
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