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    • sales training

    • 11.

      Disorganization Is Costing You Sales


      by Tim Connor - 2006-12-03
      Clutter. Technology. Stuff. A full plate. Reports. Personal interests. Home life. Career. Relatives. Friends. Too little time. Too much to do. Meetings. The list goes on and on and on.One of th...
    • 12.

      It's All About The Trends


      by Tim Connor - 2006-12-03
      One of the mistakes many salespeople make is that they fail to take the time to study trends, such as:-economic ones-market ones-technology ones-buyer perceptions-product evolution-service needs/expec...
    • 13.

      Was It A Comedy Or A Documentary?


      by Tim Connor - 2006-12-03
      Was it a comedy? A tragedy? A monologue or a documentary? A hit? Or was the show cancelled? We are not talking about the latest effort from Hollywood or New York, but your last sales presentation....
    • 14.

      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) ...
    • 15.

      Does Cold Calling Make You Break Out In A Cold Sweat?


      by Ray La Foy - 2006-12-04
      Does anyone ever like cold calling? Or do you need to have a skin as thick as hide not to feel the rejection of a slammed phone? Maybe it's not the kind of fear that would be classified under the head...
    • 16.

      Motivating Sales People, Tips Taken from Top Sales Organizations


      by Bill Irby - 2006-12-09
      Motivating sales people can be a challenge for any company. Motivating sales people to perform at a consistently high level is especially important for small companies. Motivated and drives sales peop...
    • 17.

      Why Your Sales Representative Skills are Key to Increasing Your Business


      by Bill Irby - 2006-12-09
      Your sales representative skills are of key importance if you have a small business, or if you are a sales person. If you want to increase your company's revenues, you have to increase the skills of y...
    • 18.

      Overcoming and Handling Common Sales Objections


      by Bill Irby - 2006-12-09
      Are there common sales objections that you hear over and over again from your customers? Do you have problems handling sales objections? If so, read on for some tips on overcoming and handling common ...
    • 19.

      Making Top-Down Decisions Without Bottom-up Feedback Is A Sure-fire Way To De-motivate Employees.


      by Tim Connor - 2006-12-11
      One of the biggest mistakes both new and experienced managers make is making top-down decisions which impact lower levels, departments or individuals within the organization without discovering a bott...
    • 20.

      Without Effective Feedback Employees Will Continue To Perform Poorly


      by Tim Connor - 2006-12-11
      One of the biggest weaknesses of poor managers is the lack of willingness or ability to give timely, accurate and effective feedback to their employees. There are two types of feedback: positive - rec...