|Creating the Winning Proposal|
As a professional salesperson, you expend a lot of energy creating favorable first impressions.
|Using the Right SMB Sales Approach|
can employ multiple sales approaches
in your SMB accounts
|Shortcuts to the Decision Maker|
may be tempted by some of these strategies but, there are no shortcuts to
integrity and persistence.
|Hidden Secrets to Crack the Voicemail Gatekeeper|
Ten great ideas to break through and connect with the person you simply must speak with.
|Are you keeping your customers up at night?|
Consultative Selling means asking the tough questions.
|Customer Loyalty = Brand Loyalty|
When sales are soaring customer loyalty does not seem to be important,
but solidifying your customer base in good times as well as bad is
fundamentally sound business strategy.
|Sales Management Myths: Straight Commission|
It's the unfortunate truth that, except for the five percenters of the
world, straight commission is not the most desirable compensation
|The Domain Exchange|
A powerhouse name on universal cyber space is a sure bet to get the customer's attention.
|Why Good Salespeople Often Turn into Mediocre Sales Managers|
When they become sales managers, they expect all of their salespeople
to be just as hard driving and achievement oriented as they were.
|Sales Candidate Attributes: Desired or Required|
Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.
|The Second Dimension of Screening Sales Talent|
Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them
|Two Plus Two Is Four|
We all know dyslexia is a difficulty with words, but few of us are aware of dyscalculia which is a difficulty with numbers.
Promiscuous prospecting does NOT work. It never has and it never will. Follow these guidelines to get out of the "More is Better" trap
|Top 5 White-Paper Development Mistakes|
White papers play an important role in moving prospects further along in the sales cycle. Avoid these top development mistakes
|6 Steps to Successful Case Studies|
Customer case studies can go a long way toward convincing prospects of the value of your company, solution, or service.
|How to Write Effective Value Propositions|
Is your sales force clearly articulating the benefits and results of using your products or services?
|Creating Sales: The Secret to Finding Hidden, but Ripe Opportunities|
Traditional sales wisdom says that focusing on the low-hanging fruit is the fastest way to get business. I beg to disagree.
|Leaders Energize and Engage the Workforce|
We can't merely employ someone's hands and tell them to leave their
hearts, minds and spirits at home. Today's workers are looking for many
things in an employment relationship.
|The Presidential Branding|
These days, the know-how of Presidential branding is as important as the keys to the White House itself.
|The So, So, Sophists|
The bold headline caught my eye: "Why Ratings No Longer Matter." Since
that is the research equivalent of "God is dead," I read on,