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    • sales process

    • 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.

      Top 7.5 Tips to Increase Sales as a Business Coach or Executive Coach


      by Leanne Hoagland-Smith - 2006-12-06
      Being a business coach or an executive coach is a role that many business consultants are readily embracing given the tremendous increase in this exploding field. With less people both in numbers and ...
    • 4.

      Working Backwards From Your Goal To Get Ahead


      by Tibor Shanto - 2006-12-31
      It is always interesting when you sit with a group of sales people and the subject turns to sports. No matter what the sport, there is the inevitable talk of the leaders and their potential accomplish...
    • 5.

      3 Simple R.A.T.I.O.S. to Fuel Skyrocketing Success in Closing Sales - Part 2


      by Larry Gassin - 2007-01-27
      Last time we discussed how no matter what you do, what business you're in, what you're involved in pursuing, or what relationship you're trying to build or impact, the old saying that "nothing happens...
    • 6.

      Persuasion Tip: How to Get Your Prospect to Commit


      by Michael Lee - 2007-02-19
      You've been in this situation before. You spend an entire afternoon talking animatedly about the merits of this one product you're trying to sell; and after wasting about a bucket of saliva on the ...
    • 7.

      Marketing Not Your Specialty? Try This Affordable Plan Within Your Strategic Plan


      by Leanne Hoagland-Smith - 2007-03-02
      Attracting the attention of new customers given the numerous marketing vehicles involved and the increase in competition is an ever increasing challenge. For many small business owners and executives...
    • 8.

      Top 7 No's that Derail the Sales Process


      by Leanne Hoagland-Smith - 2007-03-04
      Business people do not buy for many reasons. Usually the resistance also called stalls and objections to buying something begins with the simple word of No. However, behind this no are numerous reas...
    • 9.

      A Successful Business Is Like A Successful Athlete


      by George Petri - 2007-04-10
      "Winning athletes need to plan their training routine; train under the conditions that will be similar to the actual event; control their diet; set targets to be achieved; monitor progress and perform...
    • 10.

      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 ...