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The Challenges of B2B Sales

 November 25, 2011 The word of sales negotiation has changed seriously in previous couple of tens of years. It’s much more harder to offer for sale something nowadays, than twenty years ago. And it’s ..

Sales Training - Increase your sales revenue

 July 11, 2011 Special Report: Increase Your Sales Revenue Last year we ran a Sales Enabled Organisation (SEnO) Breakfast in Sydney where over 30 people responded very positively to the concept. Since then, I have .

Changing the Future with Management Training

 January 15, 2011 Management training is one of the many important investments any company can make. It is also one of the hardest things for most British companies to find time for. The problem, basically, is this. ..

Why CRM Will Not Save You

 August 17, 2010 There is something very restful about sorting out customer records. You feel as if you are doing something productive and it is not very stressful. After all, knowing how to get hold of people, what ..

Sales Training for a Better Sales Force

 August 05, 2010 There’s a thing about sales that probably doesn’t apply to any other area of business – and which makes it an absolutely prime candidate for good training programmes. Most sales ..

How to Yield Big Sales with Healthy Margins

 September 08, 2009 Quick review: there are Three Levels of Management within the Student role you play during Step 1 of the Buying Process. The three levels of Management are: CEO, Core Level, and the Support Level. If .

Sales Presentation Skills for Delivering Winning Sales ..

 June 27, 2009 The sales presentation is your best opportunity to show and tell, but there's more to it than just showing and telling. You also need to think strategically about the customers buying process and ..

Sales Management Training: How to re-energize senior ..

 April 27, 2009 Step 1: Is your “Stuck-in-rut” rep also one of your “Bell Cows”? A sales team typically consists of a few leaders and lots of followers. So does a ranch, where the herd ..

Personal Accountability in Sales Management Training

 April 27, 2009 For over 200 years the US Constitution has served as the system of fundamental laws and principles of our society. This amazing document has served as the cornerstone of our democracy. A reflection ..

Discover the 2 Reasons Why People Purchase Any Product Or ..

 January 15, 2009 When it comes to qualifying a prospect it's important to understand the reasons why people do things, and ultimately, why they will or will not buy your product or service. You see, people will buy ..

How to Train a Large Sales Force

 January 14, 2009 I often hear from readers/listeners - telling me sob stories about the miserable sales development their company is forcing them to go through. Sorry about that. It's not unusual for training ..

Sales Training Ideas - How to Sell in a Tough Economy - Part 2

 December 22, 2008 In Part 1 of How to Sell in a Tough Economy we talked about the basics of selling in a down economy, namely: how to keep a good attitude, how and why to get more sales training, keeping the economy ..

Sales Training Ideas - What to Do and What Not to Do at the ..

 December 22, 2008 In the first few seconds of your cold call you face a formidable task: Stop the prospect from shutting you down and getting rid of you before you have an opportunity to let her know what you have to ..

Sales Training Ideas - Some Ideas For Successful Cold Calling

 December 22, 2008 Cold calling can either be a very productive task that causes your business to thrive or it can be a huge waste of time and lead to the failure of your business. So how do you make sure you fall into .

Sales Strategies - How to Network Like A Pro - 5 Tips to Get ..

 November 10, 2008 Networking is huge. It's a great strategy to get your name and your business known to the public quickly and with little investment. As well, networking is the number one way to give to others by way .

5 Ways to Handle the "No Budget" Objection

 October 21, 2008 It's no surprise that the biggest objection you're facing in today's economy is the “no budget" objection. Now, does this mean that companies aren't buying anything? Of course not! Think about ..

Stop Managing Your Pipeline and Start Managing Your Sales Reps

 October 21, 2008 How much time and money do you devote to your company's sales pipeline? Think about the resources, the software, the meetings, the forecasting, the managing and measuring you do, and the time and ..

Attaining Success in Life

 October 20, 2008 The term ‘success in life’ refers to a feeling of contentment with one's accomplishments. From maintaining a happy marriage to climbing up the corporate ladder, it is very important for ..

Preparing and Delivering a Successful Persuasive Speech

 October 20, 2008 A persuasive speech is one of the many forms of public speaking. This type of speech is delivered with the intention if affecting the audience enough to make a decision that they were initially not ..

Selling What's Different

 October 03, 2008 Why be different when you can be the same as everyone else? Why stand-out when you can blend in? Why is blending in so much easier? Why is standing out from the competitive crowd often viewed as ..

Persuasive Sales Versus Manipulative Closes

 September 22, 2008 On a recent call, one of my protégé students had posted to our forum something that illustrated yet again one of the most important points in selling and that's the difference between persuasive ..

The Yes Men

 September 19, 2008 Upon recommendation from a student, I watched a movie called “The Yes Men". It's a documentary that follows around two self proclaimed “anti-corporate, activist pranksters" who go around ..

Soft Skills Training

 September 15, 2008 While technical skills are indeed very important, they are not enough by themselves to move up the corporate ladder. New models of corporate leadership emphasize more team interaction, both among ..

Have I Thanked You Lately?

 September 08, 2008 "Gratitude unlocks the fullness of life. It turns what we have into enough, and more. It turns denial into acceptance, chaos into order, confusion into clarity. . . . It turns problems into gifts, ..

Appreciating the Past, Living in the Moment, Looking Forward ..

 September 08, 2008 "To laugh often and much, to win the respect of intelligent people and the affection of children; to earn the appreciation of honest critics and endure the betrayal of false friends; to appreciate ..

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