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Strategic Selling Skills
by Craig James, Founder, Sales Solutions
Use great questions, and you'll unlock the secrets to winning your prospect's confidence, and with it the keys to his kingdom.
Using E-mail to Rev Up Your Sales
by Craig James, Founder, Sales Solutions
Many of us use e-mail to more effectively convey a compelling message of why to do business with our company to people who are visual, not auditory
Get Inside Your Prospect's Head
by Craig James, Founder, Sales Solutions
When it comes to making a major purchase, buyers' decisions are influenced by numerous factors, many of which are not obvious
Conquer Your Fears
by Craig James, Founder, Sales Solutions
Now, while selling may not instill the same type or degree of fear as launching oneself off a cliff would, there are aspects of our profession where we find ourselves anticipating discomfort.
Are You Worth It?
by Craig James, Founder, Sales Solutions
Most prospects subconsciously undervalue what you're selling ("everything costs too much")
Escaping Voice Mail and E-Mail Purgatory
by Craig James, Founder, Sales Solutions
With the exception of cold calling, few aspects of sales are more distasteful than finding yourself chasing someone with whom you'd been actively engaged
Strategies - Not Products - Create Lasting Market Disruption
by Andrew Rudin, CEO, Outside Technologies, Inc.
Strategies enable market disruption, and those strategies include product innovation.
Elements of a Successful Disruptive Strategy
by Andrew Rudin, CEO, Outside Technologies, Inc.
What relationship do product innovation, market demand and marketing strategy have with market disruption?
Focused Marketing Helps Companies Weather Economic Challenges
by Norwin A. Merens, Managing Director, NM Marketing Communications
The temptation during a tough economy to wait (and hope) something happens to turn things around is exactly the wrong way to approach marketing.
Learning from Failure
by Dave Kahle, The Growth Coach®
Within every failure there is the seed of a lesson well learned, of a solid character trait emerging.
The Unprecedented Sales Management Challenge for 2009
by Lee Salz, President, Sales Architects
Sales managers are facing a set of challenges that they've never experienced before. They think their team is focused on generating sales, but they are completely distracted.
Tips to Make Your 2009 A Happy New (Sales) Year
by Jim Kasper, President & CEO, Interactive Resource Group
Our economic climate has made our jobs as professional salespeople extremely challenging as we seek to retain our existing accounts and generate new ones.
The Sales Person's One-Word Job Description
by Lee Salz, President, Sales Architects
Many feel that the sales game has changed, but in reality the economic challenge has forced sales people to improve their skills and refine their approach.
Preventing the Price Objection
by Dave Kahle, The Growth Coach®
By changing our behavior, we can impact the customer.  Here are five specific strategies to help you prevent the price objection, by focusing on our behavior.
Getting to the Light at the End of the Tunnel
by Jim Kasper, President & CEO, Interactive Resource Group
As you know, those in the professional sales community are among the first to be the recipients of leading economic trends.
Your Value is Like a Homemade Chocolate Chip Cookie
by Kendra Lee, President, KLA Group
If they love, love, love your consultative recommendations, advice, and observations they'll buy more and more.
Comfort the Afflicted, Afflict The Comfortable
by Erwin Ephron
This is about Carl Ally, the agency that fired clients and often thought that advertising deserved a life of its own. These memories are dedicated to Carl.
Sales Manager: Job Title or Specialized Skill
by Lee Salz, President, Sales Architects
Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role.
Succeeding in an Economic Downturn
by Jim Kasper, President & CEO, Interactive Resource Group
Economists are predicting a tough calendar 2008 fourth quarter and a sluggish 2009, but our role in sales dictates that we need to attack rather than react.
Is Email Hiding Your Personality?
by Kendra Lee, President, KLA Group
When you put yourself into your email, your chances of getting prospects to respond escalate. You stand apart from the other sellers who blend together as Inbox clutter.
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