|So True Then and Even More Now...|
Companies still have a need for your product or service if they want to
remain in business.
|Is Selling Today an Art or a Science?|
There is a proven, universal science of selling. The art of selling lies in doing the science.
|When the Going Gets Tough, the Tough Sellers Get Going|
I know it's an old cliche, "When the going gets tough, the tough get
going." However, I think it's really appropriate for today's
|How to Avoid Selecting the Wrong Sales Training Solution|
Remember, training is not something you do once and then never again.
|Effective Selling Begins With Information|
If you are going to take your performance Up-a-Notch, you must see yourself as a dealer in information as well as a seller of stuff.
|Attract Prospects with Easy Web 2.0 Techniques|
The Internet is my best friend for attracting new prospects. In a flash my name and an article I've authored have "gone viral"
|The Epidemic That Is Killing Sales Pipelines|
Sales pipelines everywhere are stuck, not because of the economy, but rather due to a decision-maker affliction.
|How PPM Could Rescue Radio|
There are many things machines do far better than people. In media the
robotic Radio PPM compared to the all too human diary is a good
|How to Hire the Right Vice President of Sales|
Your Vice President of Sales is the key to your company growing revenue, but focusing your selection process on their salesmanship will lead to hiring the wrong candidate.
|The Reasons Behind the Sale: The Six Hot Buttons of Selling|
Why do people buy what they buy and why do they buy at a particular time? You must keep in mind that people buy for their own reasons, not because of your or your company's reasons.
|Pulling Back the Curtain on New York Times Book Reviews|
These inside secrets from that speech and gleaned from other sources may give authors a better idea if their book ever has a chance at making the cut.
|Slow Pay or No Pay? No Problem|
Not being paid? The key is to not get into this situation in the first
place. Here are a couple of ways to prevent this from happening.
|22 Tips on What to Wear For a TV Interview|
What about you? Are you ready to be interviewed by local or national TV?
|Journalists Caught in Lay-Off Frenzy Get Tips From Top Publicist|
The publicists you deal with on a regular basis may be in the best position to help you, and will want to help you.
|Why You Must Keep Marketing Through The Recession|
Worried about the recession? Then ramp up your promotional efforts and vow: "I am not going to participate in this recession."
|Are Your Business Relationships Strong Enough to Survive in Hard Times?|
To build enduring connections with customers requires two distinctive
kinds of skills focused on two distinctive kinds of relationships.
|Use Testimonials to Attract Prospects and Win Sales|
Strong testimonials make prospects long to engage you - especially when
times are tough and companies are cutting expenditures. They see you as
the answer to their prayers.
|8 Ideas to Help You Sell Like a "Top 2 Percenter"|
The top 2% of all salespeople automatically turn up their activity a couple more notches when things get tougher.
|Coaching One Thing at a Time|
Try the developmental approach of coaching on one or two
things at a time, focusing each time on a priority and setting a
specific action step to follow up on.
Let's start with what strategies we can employ to try to prevent a deal from slowing to a crawl.