All testimonial letters are not created equal. The ones full of gushy fluff are a waste of good letterhead. However, if you make sure six key elements are included in the letters you harvest from your own customers, you can watch your selling success take off!

What benefit do you get from your investments in lead generation if you don't "boil down" the records in your database from time to time to get rid of the "garbage" and ensure the remaining records represent happy customers and valid potential opportunities? This article walks you through a step-by-step process for performing this critical (albeit tedious) task.

By listening to Sam's interview you will learn: How to understand your prospects and clients so you have a competitive edge; Tips and tricks for popular search engines; The "Invisible Web," which consists of websites most people and search engines don't know about; How to access expensive premium information resources for FREE; Ways to apply information to make a great first impression; How to be better prepared to present, sell, and close more deals than anyone.

You're on the phone with your contact. You're hoping this will be your last conversation before they fax the signed contract to you. You ask, "So, is the agreement ready to be signed?" There's a silence, and then you hear the disheartening words...

Although networking has inspired all sorts of analysis and dread, in the end, it's really just about building relationships and being genuine.

By listening to Doug's interview you will learn: A brief overview of the 5 W's of Incentive Programs; How the 2009 economy altered the incentive travel landscape; What trends are forecasted for incentive programs for 2010 and beyond; Unique industry practices to guarantee successful incentive programs in the new decade and the New Economy

Haggling is not negotiating. Haggling is about offering your product for a reduced margin - you're simply making price concessions until the buyer says yes. Negotiation though, is about getting something of equal or higher value in return for any concessions you make.

Learn how to develop a sales compensation plan that will motivate your salespeople to do what you want them to do!

This article explores several of the most common ways to define sales territories.

If you want to improve sales performance (either your own sales performance or your sales team's performance) start by taking a close look at what you (or your salespeople) do and how you (or your salespeople) do it.

This is a recording of the Open Q&A call for business owners, executives and managers that was hosted on 12/10/09 by sales performance expert Alan Rigg.

This article explores key reasons behind poor/insufficient reseller/channel partner sales performance and identifies specific actions your company can take to help resellers increase sales of your company's products and services.