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 Article Directory   Author   Alan Rigg
 

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Published Articles:8
Total Article Views:2,499 (unique visitors)
Alan Rigg
(USA)Author

Alan Rigg's Articles

Articles by: Alan Rigg

Recent Articles

Sales Process - How to Win More Big-Dollar Sales Opportunities .

Do your company's salespeople sometimes pursue large opportunities with brand new prospects? What is their success rate when pursuing these types of opportunities? Do they lose more often than they ..
(February 29, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 465

Price - How to Delay Talking About Price Until After You Have ..

Talking about price is an important step in the sales opportunity qualification process. After all, if a prospect can't afford your price, are they really a valid prospect? Do you really want to ..
(January 18, 2008)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 290

Sales Management - How to Get the "Sludge" Out of Your ..

I speak with a lot of business owners, executives and sales managers who are frustrated with the poor quality of their company's sales opportunity pipelines. They are frustrated because: They have ..
(January 18, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 453

Sales Process - Increase Your Sales by Going for the "No"

Neither you nor your employer can any make money unless a prospect says “yes". However, getting prospects to say “no" can be equally critical to your success. How is this possible? I'll ..
(January 18, 2008)
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  • Currently nan/5
 | Business/Sales | Visitors: 227

Sales Commission - How to Develop an Effective Sales ..

The most common question I hear concerning sales compensation goes something like this: “What commission percentage should I pay for _?" I'm sorry, but there is just isn't a “standard" ..
(November 01, 2007)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 493

Sales Strategy - How to Close More "I Want" Sales

Here is a question I recently received from a home electronics and appliance salesperson: "I sell electronics and appliances at a Sears store. My biggest difficulty is selling to a customer who does ..
(July 09, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 179

Sales Training - How to "Get Dangerous Quickly" With New ..

In 2000 a computer distributor hired me to help them build a software specialist sales team. The distributor had more than 100 “generalist" salespeople, but these salespeople were doing a poor ..
(July 02, 2007)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 180

Positive Thinking: How Positive Thinking Can Destroy Your ..

Google Adwords expert Perry Marshall shared the following story in a recent e-mail: "Do you remember Admiral James Stockdale, the guy who was Ross Perot's Vice Presidential candidate in ‘the ..
(June 13, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 212