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    • 1.

      The four Influencers in a B2B sale


      by Ian Dainty - 2006-11-30
      Are you touching base with all of the buying influences in your prospect's account?There are four groups of people you have to pay attention to in any B2B sales situation. Each of these groups - it ma...
    • 2.

      The Financial Influencer


      by Ian Dainty - 2006-12-04
      In my last article, I talked about the four influencers you have to deal with in a B2B sale. The four influencers are again.1. The Financial Influencer(s) 2. The User Influencers 3. The Gatekeeper(s) ...
    • 3.

      Mars And Venus - Part IV - What Makes Sense To Buyers?


      by Peter Lawless - 2007-03-22
      Pretty powerful combination you might think. What would Brian Boru have done faced with 10th century marauders wielding 20th century weapons? He would not have had a hope! That is what dynamic imagery...
    • 4.

      Using a Sales Process - Wins & Results


      by Ian Dainty - 2007-04-25
      When considering how to sell in a B2B environment, there are two factors that are very important to each buying influence. Each influencer in a B2B sale looks at the impact of your product or service ...
    • 5.

      Handling Customer Objections


      by Niall Devitt - 2007-04-27
      The ability to effectively handle objections is without doubt the single biggest factor in getting prospects to buy. An objection is first and foremost an indication that at some level the prospect ha...
    • 6.

      The Need to Define Your Purpose in Sales


      by Clement Low - 2007-07-01
      If you are entering sales, then you need to know your purpose in going into sales. You cannot just sign up and expect to be successful.1. You have to know what you want - this is the most basic ...
    • 7.

      Do You Have Sales Phobia?


      by Larina Kase - 2007-07-05
      Whether or not you're a sales person, you need to sell to others. If you're a parent, you need to sell your kids on eating their vegetables. If you're a leader, you need to sell your team members on d...
    • 8.

      Sales Training: Five Areas Of Success


      by Mike Matthews-10470 - 2007-07-13
      When it comes to success within a company, the sales force is depended on quite a bit. After all, if they bring in new business the company will continue to grow. If they do not, things will slow down...
    • 9.

      Sales Training: How It Can Help Your Company


      by Mike Matthews-10470 - 2007-07-13
      As you probably know, a company cannot grow unless it is making sales. When it comes down to it, the sales force at any company, regardless of industry, is among the most important departments. But th...
    • 10.

      Three Keys to Attracting and Retaining Customers or Clients


      by Virden Thornton - 2007-11-08
      Once you really understand the motivation and methods used by top sales professionals, you will be in a better position to consistently generate more sales for your firm or company. Findings fro...