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Most Recent Articles View Full List   

2/1/2007
Create a Sales 'Mastermind Group'
Master-mind Groups are a popular business concept. It is a gathering of people who support each other in various ways. It's a way to keep sharp in sales and learn from other top producers. Belonging to a group can be a way to generate leads and referrals - a well-designed Mastermind Group can quickly evolve into a more powerful resource. This white paper, written by Nancy Stephens, author of Customer-Focused SellingTM (CFS), shares four steps to ensure a Master-mind team that works well together.

2/22/2002
Salesnet.com- How to Close the Sale
Closing can be an anxious time for sales reps; it's do or die time, yes or no. There is a lot of pressure on you to say the right thing, in the right way, at the right time. Are there ways to increase your odds, close more sales, and feel more confident? Absolutely! The following steps will help you manage the “close” like every other area of the sales process – with ease and strategy.

2/15/2002
Salesnet.com-- Sales Huddles vs. Sales Meetings
Sales huddles are based on the principle of learning. The goal is to provide a forum for thinking and learning. Mindshare is a precious resource in these busy times, and if you want your people to increase their sales skills, you need to capture their mindshare for improvement on a regular basis. Delivered in small focused sessions, your salespeople will learn and grow.

2/1/2002
Salesnet.com- New Business Strategy -
Five Alive refers to the number of impressions it takes a sales rep to be “alive” in a prospects mind as a credible source. With a well thought out series of valuable contacts your reps can move effectively from cold, to warm, to hot with each prospect. The best strategy for leveraging these concepts is to follow three steps.

1/25/2002
Salesnet.com- How to Get Sales Reps Back on Track
Here are three steps for you to help your sales rep back into the land of successful selling: demystify with data, listen & categorize, and discuss & develop 90-day success plan.


11/28/2001
Salesnet.com- Four Power Strategies to Fill Your Pipeline
Today’s challenging business climate requires you to leverage every angle for filling the pipeline. This is the time to ramp up communication and create more momentum for you, your sales team, and your company. The top four methods to get your phone ringing and creating opportunities in the marketplace are networking, speaking, writing, and repeat business.

11/15/2001
Salesnet.com- Leverage Your Sales Team with Sales Assessments
Targeted training and coaching are effective methods to keep your sales team on track. Two aspects of selling behavior that have a profound impact on these management strategies are personal drive and sales skills. Sales assessment tools can tell you a great deal about who you are working with, how they think, what they need, and provides great insight into how you can help them grow their sales.

11/2/2001
Salesnet.com- Four Cornerstones to Predictable Sales Management Results
One of the best ways to lead your sales team to predictable results on a consistent basis is to have a plan for each of the four cornerstones that build results. Review the following four areas to determine how they can contribute to a winning team and a competitive edge.

10/1/2001
Salesnet.com- Define Your Sales Process Now
Are you wondering whether or not defining your sales process is worth the effort? Are you concerned with hearing your sales force complain? Concerned with interrupting the sales results of your top producers by bogging them down with process? A formal sales process, well defined, can be a tremendous tool to help your entire sales force. Learn how to simplify the steps needed to define your sales process.

 
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Articles: Effective Selling
Sales Performance Case Studies

BioScience Industry
Sales grew by 31% over a two year period and unit sales per day increased by 36% over the same period.

Public Relations
Sales goals were exceeded by 18% and sales revenue by 8.8%.

Telecommunications Industry
The sales team reduced their budget by 40% and increased revenue by 20%.

Articles: Effective Selling View All >

2/1/2007
Create a Sales 'Mastermind Group'
Master-mind Groups are a popular business concept. It is a gathering of people who support each other in various ways. It's a way to keep sharp in sales and learn from other top producers. Belonging to a group can be a way to generate leads and referrals - a well-designed Mastermind Group can quickly evolve into a more powerful resource. This white paper, written by Nancy Stephens, author of Customer-Focused SellingTM (CFS), shares four steps to ensure a Master-mind team that works well together.

2/22/2002
Salesnet.com- How to Close the Sale
Closing can be an anxious time for sales reps; it's do or die time, yes or no. There is a lot of pressure on you to say the right thing, in the right way, at the right time. Are there ways to increase your odds, close more sales, and feel more confident? Absolutely! The following steps will help you manage the “close” like every other area of the sales process – with ease and strategy.

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