Archive for June, 2009
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Time Management Checklist
Posted in Tools | 4 Comments
Time is money – money for you, revenue for your company. And we all have the same amount of it. Same days in a month, hours in a day, and minutes in an hour for everyone. It just seems to work better for some than others. It's your sales time. Manage it.… Read more
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Sales Presentation Checklist
Posted in Tools | 5 Comments
It's show time and it's about one thing – communicating the benefits of your product or service in such a way that prospects or customers want your solution to their problem now. Here's your checklist.… Read more
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Service and Follow-up Schedule
Posted in Tools | 8 Comments
It took you a lot to bring them in. Now it's time to keep them (and sell them more). Remember, prospects become customers and customers are prospects. Don't overlook the very activity that can make your job more enjoyable.… Read more
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Learned Helplessness
Posted in Advice | 3 Comments
Sometimes, if we don't have success after repeated attempts to do something, we can lose confidence and eventually give up trying. It's called "learned helplessness" (we learn to be helpless). … Read more
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The Account Review
Sales may be the only profession where even superstars lose more than they win. Sales is not a numbers game... sales is rocket science... and like all professionals, salespeople always test assumptions… Read more
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Customer Service Checklist
Customer service is a sales opportunity... another opportunity to enhance your company's relationship with your prospects or customers. This is your guide to making it better.… Read more
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White Papers
3 resources
White papers are a great way to stay current on what's happening in the sales world. Here you'll find links to free white papers created by some of our sponsors. We hope you'll check back often to see what's new.… View all
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Trials & Demos
3 resource
Trials and demos let you test-drive tools that could help with the sales process. Here you'll find links to free trials and demos offered by some of our sponsors. We hope you'll come back often to see what's new.… View all
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Negotiation Guide
Posted in Tools | 12 Comments
Sales negotiation can be a formal event (at a specific time and date) or it can be an ongoing theme at different points in the sales process. It's beyond price and includes the entire value proposition. Be prepared and sell more (with better margins).… Read more
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Sales Evaluation
Posted in Tools | 2 Comments
An objective evaluation can (and should) be a very effective tool for professional development (self-driven or not). Every month or so, consider formally investing 30-60 minutes in yourself to see where you stand.… Read more
