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 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.

Every employer fears unknowingly hiring a criminal. This special report will help you identify the important components to structuring an effective criminal background check program for your sales force.

Whenever I conduct a workshop or teleclass, invariably someone asks the question: "What should I say when the prospect says, 'I'm not interested?'" My response invariably is: "It's probably too late."

By listening to Paul's interview you will learn: A structured approach for finding "hidden" business opportunities; How to discover practical ways to "stake your claim" and accelerate development of your market niche; How to sidestep competition and clear a path to new profits; How to erect barricades to thwart marauders and claim jumpers; How to use technology tools to build a thriving community of customers in a mother-lode market

Many managers are too focused on what their people are not doing or what is not working instead of what is working. Because of this, they don't reinforce the positive behavior they want their team to continue engaging in.

If price is the focus of your discussions with prospects or customers, the unspoken assumption is that your products or services are basically identical to competing products or services. Is this assumption valid? Are there really no identifiable (and quantifiable) differences between your products and services and competing products and services?

By listening to Deborah's interview you will learn: Do women have an advantage over men when prospecting? Should there be a focus on hiring women for certain sales positions? Common mistakes women make when selling to male buyers; Gender-to-gender selling approaches; How to get male buyers to say "yes" every time

When all you offer is a "take it or leave it" proposition, some number of people will inevitably choose to "leave it." On the other hand, when you offer several viable options for people to choose from, they are much more likely to choose to buy from you!

How do you feel about selling and being a salesperson? Are you proud of what you do? Do you feel Sales in an honorable profession? Or, do you feel somewhat ashamed that selling is how you make your living?

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By listening to Brian's interview you will learn: What it takes to be a master communicator; What separates top sales performers from average performers; Why being STUPID in business is a good idea; The most important part of preparation for a sales call; What types of repeatable questions you should ask your prospects