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    • 1.

      Knowing Thy Customer to Increase Closing Probability

      by Roger Bauer - 2006-12-06
      Have you ever just "winged it" to gain access to a key decision maker in a large prospective account? Odds are, if you did wing it, your luck quickly ran out shortly after you exchanged pleasantries ...
    • 2.

      Increase Your Sales: Prospecting for Dollars

      by Shawn Doyle - 2006-12-22
      You can't strike it rich mining for gold unless you are in the river prospecting for it - and it's NOT on the bank - it's in the water!First let's take a look at how you feel about prospecting - becau...
    • 3.

      Turn Cold Calling Into Hot Prospecting

      by Tim Brownson - 2006-12-27
      After spending 20 years working in sales and a good proportion of that in new business sales, I can tell you that a lot of seasoned sales people hate to prospect. It can be time consuming, laborious, ...
    • 4.

      Wouldn't It Be Great If You Never Had To Prospect Again

      by Don Westacott - 2006-12-29
      When I first entered the insurance industry I had the good fortune to join a small insurance brokerage as a partner. There were only two of us in the business, and my partner wrote mainly general ins...
    • 5.

      Loan Officers and Originators: Knowing The Difference Between Proactive and Passive

      by Joe Pahl - 2007-01-02
      Recently I met with a childhood friend of mine that works for a large mortgage company in the Midwest. As with many loan officers in this market, he was struggling to close a decent amount of busines...
    • 6.

      Make 2007 Your Breakout Year - The One Step That Can Make It Happen

      by Michael Brizz - 2007-01-05
      Most sales professionals slash their income because they fail to use one hour a day well! Whether young or old, one year in the business or twenty years, most sales professionals let the income they d...
    • 7.

      Cold Calling Supplement - How to Generate Sales Leads

      by Micah Soelberg - 2007-01-07
      Cold calling is the pits! We all hate it and we also hate being on the other side of a cold call. So to stop cold calling you need to be able to generate leads without picking up the phone. Here's the...
    • 8.

      Speak Your Way To Success

      by Paul Mccord - 2007-01-12
      Salespeople often overlook one of the most effective and quick ways to both establish themselves as experts in their field and generate a pipeline of quality prospects.Most salespeople who sell direct...
    • 9.

      Learn exactly how to effectively and tastefully utilize forums as a business/product marketing tool

      by Jeremy Hollingsworth - 2007-01-25
      Forums that you frequently post on can be an excellent source of interested contacts as long as you do it tactfully.First, The Proper Use Of Forum Signatures (sigs).Putting a small signature on the...
    • 10.

      Sales in Today's World

      by Sandy DeMaria - 2007-02-08
      How many times have you heard "The only reason he got the business was because he golfs with the owner." Well more than once I am sure. So is that the foundation for a great sales person. Absolutely!!...