So, You Want to be a Professional Speaker?
by Mike Myatt, Chief Strategy Officer, N2growth
I had my first paid public speaking engagement in 1985 and it has been a love-hate relationship every since...
The Power of Personal Branding
by Mike Myatt, Chief Strategy Officer, N2growth
Most entrepreneurs and senior executives completely miss out on one of the most powerful branding strategies available in today's market...The creation of their own personal brand.
Rethink How You Open
by Linda Richardson, CEO, Richardson
Although it takes a small amount of time, you create the foundation of the entire call with your opening.
Be Strategic About References
by Linda Richardson, CEO, Richardson
An excellent reference can tip the scales in a competitive situation in your favor and a bad or not stellar reference can cost you the deal.
Negotiating The Final Trade
by Linda Richardson, CEO, Richardson
Almost everyone has done it - and regretted it.  At the end of a hard (or not so hard) negotiation when the negotiation is 99% there, many of us have made an unwarranted and costly concession.
Relationships With Inactive Clients
by Linda Richardson, CEO, Richardson
Most salespeople work hard to find business, identify new prospects, and close the deals that are in the pipeline.  As much as salespeople truly want to sell, it is surprising how few keep track of inactive and/or former clients. 
Final Presentations, The Finish Line
by Linda Richardson, CEO, Richardson
After days or weeks of preparation, after a strong presentation, don't drop the ball as you near the finish line.  How you follow up after your sales presentation will help you get across the line.
Discussing vs. Sending Price
by Linda Richardson, CEO, Richardson
In addition to connecting price to value, to help you justify your pricing there are a few more guidelines to follow when it comes to positioning pricing:  don't just send it, consider how you position it.
Cross-Selling Across Divisions
by Linda Richardson, CEO, Richardson
Everybody knows it is easier to sell to a current client than a prospect. Cross-selling increases the ties that bind and build loyalty. Cross-selling reduces vulnerability.
Asking The Tough Questions
by Linda Richardson, CEO, Richardson
Knowing how to finesse potentially intrusive questions so that you are comfortable asking them and clients feel good about answering is an invaluable skill.
The Agenda Question
by Linda Richardson, CEO, Richardson
At best, without the Agenda Question, many hard-earned first calls (and other calls) become "I'll get back to you"  meetings vs. calls that keep the momentum going.
Turning Administative Assistants (AAs) Into a Competitive Advantage
by Linda Richardson, CEO, Richardson
Like all of us, AAs appreciate recognition. Praise them to help win them over and give credit where credit is due.
The First Call
by Olin Thompson, Process ERP Partners
You never get a second chance to make a first impression. When using the phone, getting to talk to an actual person is more difficult all the time.
The Top Five Ways to Develop an Objective, Informative White Paper
by Steve Hoffman, President and CEO, Hoffman Marketing Communications, Inc.
White papers too often fall short of their fundamental purpose of informing their audience with useful, in-depth information
Manufacturers are From Jupiter
by Timothy McMahon, McMahon Worldwidwe
Eight Ways to Improve Channel Partner Management
B-to-B Direct Mail: Don
by M. H. "Mac" McIntosh, President, Mac McIntosh Incorporated
It seems that  B2B marketers too often get caught up in the details of direct marketing, rather than concentrating on the things that are most important: * The List, * The Offer * The Results.
Selling Face-To-Face and Via The Telephone... What Different Skills Are Required?
by Bill Brooks, CEO, The Brooks Group
Whether you are calling to gain appointments or actually make the sale
I Was Confusing My Prospects
by Bill Brooks, CEO, The Brooks Group
Keep it simple. Don
How Much Real Value Do You Bring To Your Customers?
by Bill Brooks, CEO, The Brooks Group
In today's competitive marketplace it is essential that salespeople position themselves as the central reason why your customer buys.
How Good Is Your Guarantee... And How Well Do You Back It Up?
by Bill Brooks, CEO, The Brooks Group
At what point in time do you ever hedge on the real spirit and intent of your product or service
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