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FREE Sales and Sales Management Articles, Audio Recordings and Other Resources

Here are a number of sample articles and other resources that will give you an idea of the kinds of resources you'll find in the members-only portion of this site.

Audio Recording: Guest Expert Interview with Sam Richter - Win More Business With Sales Intelligence
Audio Recording: Guest Expert Interview with Sam Richter - Win More Business With Sales Intelligence

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.

. . .
keep reading
7 Ways to Stop Chasing Decision Makers
by Ari Galper
7 Ways to Stop Chasing Decision Makers

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...

. . .
keep reading
Network Before You Need It
by Joanne S. Black
Network Before You Need It

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

. . .
keep reading
Audio Recording: Guest Expert Interview with Doug Wheeler - Incentive Programs in the New Economy
Audio Recording: Guest Expert Interview with Doug Wheeler - Incentive Programs in the New Economy

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

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keep reading
Don't Mistake Negotiating For Haggling
by Adam Sands
Don't Mistake Negotiating For Haggling

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.

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keep reading
SPECIAL REPORT: How to Develop an Effective Sales Compensation Plan
by Alan Rigg
SPECIAL REPORT: How to Develop an Effective Sales Compensation Plan

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



. . .
keep reading
Sales Territory Management: How to Define Sales Territories
by Alan Rigg
Sales Territory Management: How to Define Sales Territories

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



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keep reading
How to Improve Your Own Sales Performance and Your Sales Team's Performance
by Alan Rigg
How to Improve Your Own Sales Performance and Your Sales Team's Performance

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.

. . .
keep reading
How to Increase Sales Through Resellers
by Alan Rigg
How to Increase Sales Through Resellers

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.

. . .
keep reading
SPECIAL REPORT: Are There Criminals On Your Sales Team?
by Lee Salz
SPECIAL REPORT: Are There Criminals On Your Sales Team?

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.

. . .
keep reading
I'm Not Interested
by Wendy Weiss, The Queen of Cold Calling
I'm Not Interested

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."

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keep reading
Audio Recording: Guest Expert Interview with Paul Johnson - Create Vast Riches from Neglected Niches
Audio Recording: Guest Expert Interview with Paul Johnson - Create Vast Riches from Neglected Niches

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

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keep reading
Article Excerpt: Powerful Observation Techniques to Better Coach Your Team to Excel
by Keith Rosen
Article Excerpt: Powerful Observation Techniques to Better Coach Your Team to Excel

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.

. . .
keep reading
Win More Business by Selling Value Instead of Price
by Alan Rigg
Win More Business by Selling Value Instead of Price

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?

. . .
keep reading
Audio Recording: Guest Expert Interview with Deborah Gardner - How to Sell to Men Without Wearing a Low-Cut Dress
Audio Recording: Guest Expert Interview with Deborah Gardner - How to Sell to Men Without Wearing a Low-Cut Dress

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

. . .
keep reading
Sell More by Offering Multiple Options
Alan Rigg
Sell More by Offering Multiple Options

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!

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keep reading
How Do You Feel About Selling and Being a Salesperson?
Alan Rigg
How Do You Feel About Selling and Being a Salesperson?

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?

. . . keep reading

Audio Recording: Guest Expert Interview with Brian Sullivan - 20 Days to the Top: How to Become a PRECISION-Guided Sales and Negotiation Weapon in 20 Days or Less
Audio Recording: Guest Expert Interview with Brian Sullivan - 20 Days to the Top: How to Become a PRECISION-Guided Sales and Negotiation Weapon in 20 Days or Less

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

. . .
keep reading
8 Strategies For Bypassing Voice Mail
by Wendy Weiss, The Queen of Cold Calling
8 Strategies For Bypassing Voice Mail

Are you frustrated because you can never speak directly with your prospects? Are you sick of leaving voice mail messages that never get returned? This article provides eight creative strategies for bypassing voice mail altogether!

. . .
keep reading
Trade Away This Bad Negotiating Technique
by Paul Johnson
Trade Away This Bad Negotiating Technique

How good are you at hanging onto your profit when you're the seller and your money when you're the buyer? One simple technique can make you much better at it. It works even when no money is trading hands!

. . .
keep reading
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