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So True Then and Even More Now...
by Jim Kasper, President & CEO, Interactive Resource Group
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?
by Roy E. Chitwood, CSE, CSP, President, Max Sacks International
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
by Roy E. Chitwood, CSE, CSP, President, Max Sacks International
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 marketplace.
How to Avoid Selecting the Wrong Sales Training Solution
by Michael Pedone, President & CEO, SalesBuzz.com
Remember, training is not something you do once and then never again.
Effective Selling Begins With Information
by Dave Kahle, The Growth Coach®
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
by Kendra Lee, President, KLA Group
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
by Lee Salz, President, Sales Architects
Sales pipelines everywhere are stuck, not because of the economy, but rather due to a decision-maker affliction.
How PPM Could Rescue Radio
by Erwin Ephron
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 example.
How to Hire the Right Vice President of Sales
by Lee Salz, President, Sales Architects
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
by Roy E. Chitwood, CSE, CSP, President, Max Sacks International
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
by Scott Lorenz, President, Westwind Communications
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
by Scott Lorenz, President, Westwind Communications
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
by Scott Lorenz, President, Westwind Communications
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
by Scott Lorenz, President, Westwind Communications
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
by Scott Lorenz, President, Westwind Communications
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?
by Ed Emde, Executive Vice President, Wilson Learning Corporation
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
by Kendra Lee, President, KLA Group
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"
by Jim Kasper, President & CEO, Interactive Resource Group
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
by Linda Richardson, CEO, Richardson
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.
Creating Urgency
by Craig James, Founder, Sales Solutions
Let's start with what strategies we can employ to try to prevent a deal from slowing to a crawl.
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