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The Shortest Distance
by Mark McNeilly
Sun Tzu states that, "He who wishes to snatch an advantage (on the enemy) takes a devious and distant route and makes of it the short way." How different is this approach is from that often used in the West.
Changing Industry Rules
by Mark McNeilly
Sun Tzu says that you must continually change how you attack the competition, because if your actions are predictable, your opponent can easily defeat you.
Character-Based Leadership
by Mark McNeilly
What do character and strategy have to do with one another? To successfully carry out a strategy that will bring long-term benefit to your company, one must have character. Sun Tzu had this to say about character:
How To Get Your Prospect To Open Your Mail
by Ernest Nicastro, Positive Response
Unless your prospect opens the envelope all your hard work in preparing the mailer will go for naught.
The "Marshall Plan" For Customer Aftercare: How To Spend Less & Sell More
by Ernest Nicastro, Positive Response
My wife likes to shop at the local Safeway. Is it because of the competitive prices? Yes, that's part of it ; Is it because of the convenient location? Yes, that too. But the biggest reason she likes to shop at the local Safeway is "Marshall."
Five Deadly Sales Letter Mistakes
by Ernest Nicastro, Positive Response
To be effective your sales letter must be opened, read, believed and acted upon. In order to do this it must attract attention, warm the interest of the reader and create a desire for what you're offering
Preventing Dis-Engagement
by Erwin Ephron
Desperate times bring desperate measures. Royal Philips Electronics recently patented a device that would force viewers to watch commercials by locking the channel when ads run.
Barriers to Calling and How to Overcome Them
by Mark Sanford, PhD
Sometimes we can get stuck making cold calls and don't want to make anymore because making those calls gives us such an uncomfortable feeling in our gut.
Mindsets for Optimizing Calling Rates
by Mark Sanford, PhD
Recently, a subscriber to my Newsletters emailed me about a mindset that helps him to make cold calls. When I read it, I immediately identified with his message as a perspective I really like. Here it is: 
Benefits of Moving Beyond Call Avoidance
by Mark Sanford, PhD
Many cold callers are not calling enough to generate positive results. It isn't the quality that is the problem; it's the quantity.
Follow Up to Maximize Appointment Setting
by Mark Sanford, PhD
Most appointments come from prospects that had been contacted several times over the past weeks, months and years.
Preventing Dis-Engagement
by Erwin Ephron
Isn't the Obvious Problem Too Many Commercials.
Dealing with Voice Mail
by Mark Sanford, PhD
Many Telesales professsionals see the glass half empty and view voice mail as a real source of frustration. I see it half full and voicemail as a valuable tool in phone work.
Voice Mail Recommendations from the Pros
by Mark Sanford, PhD
A few quick tips for leaving voice mail from Todd Natenberg, author of "I Just Got a Job in Sales! Now What?" 
Proven Techniques for Improving Voice Mail Response
by Mark Sanford, PhD
THE LAST WORDS THEY HEAR. Voice mail to be effective must be personal. Psychologists tell us that people remember better when their name is used with an action request.
Getting a Higher Voice Mail Response
by Mark Sanford, PhD
My job requires making many cold phone calls to high-level executives, sometimes with very little information on their company's operations. Do you have any phone tricks or voice mail advice that works?
Cold Calling Hell: Strategies for Dealing with Voicemail
by Mark Sanford, PhD
Leaving a voicemail message that gets some reply has always been the Holy Grail of telephone work. LeBon recommends identifying yourself and your company and then presenting a "grabber" up-front related to their business.
Beating the #1 Competitor
by Olin Thompson, Process ERP Partners
Ask almost any sales executive who their number one competitor is and you will get an answer of "NO DECISION".
What's Wrong with Webinars
by Marie Warner, President, Warner Sales Architects
This popular yet misguided sales activity is most likely a waste of sales effort, company resources and, worst yet, may ultimately result in a potential opportunity lost forever.
Seven Interview Questions to Find Your Next Sales Star
by Marie Warner, President, Warner Sales Architects
In a sales behavioral interview, the hiring sales manager asks a series of objective fact-based questions to determine whether the candidate has the necessary skills...
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