TEC – Red Hot Sales Management – Paul Goldner
RED HOT SALES MANAGEMENT THE SECRET OF MOTIVATING OTHERS As CEO, one of your primary roles is to motivate people and create an environment where they want to be successful. Once you create the environment, you have to keep track of it and make sure people are moving...
Challenges Faced by Sales Management
Why choose You – Sales Call
Why Choose You? By Bill Farquaharson Take time to contemplate why people are buying from you—or why they're not. Why do people buy from you? I would guess that you don't spend a lot of time thinking about the answer to this question. You are too busy trying to sell...
THE SALES BIBLE
THE SALES BIBLE The Ultimate Sales Resource This single volume contains the information you need to convert… Leads into appointments! Presentations into sales! Sales into customers for life! Oh, no!...not voice mail-AHHHHHHHHH!!! Press one…if you want...
The Predicament – Profits Through Sales Department Design
The End of Competition – sales2sales
TEC – Red Hot Sales Management – Paul Goldner
TEC – Profits through Sales Distribution Design – Jim Bleech
The “E” Predicament: Profits through Sales Distribution Design THREE-LEVEL COMMODITIZATION Most product and services start out as a solution, but over time they all move to a commodity. Personal computers are a perfect example. In the early ‘90s, they cost...
Gaining An Edge Through Economic Advantage Selling by Jack Harms
Gaining an Edge through Economic Advantage Selling INTRODUCTION To begin the seminar, Harms has the members write down the answers to a number of questions listed on the worksheet. The answers are essential to understanding how to move from the...
Continuous Growth How to Keep Your Company On The Fast Track by Russell Holdstein
Continuous Growth: How to Keep Your Company on the Fast Track STRATEGIC PLANNING Do you own your business or does it own you? Perhaps the most important (but also the most frequently overlooked) aspect of owning a business is making sure it is aligned around your...
Smart Selling Workshop by Jack Daly
Service Sales Institute
Sell VDP to decision makers
Sell VDP to decision makers To sell variable data printing you must convince executives—not print buyers—that VDP will improve marketing results. To do that you must speak the language of business. By Brad Lena LET ME be blunt: The people who buy variable data...
Sales Effectiveness Planning Guide for Sales Managers
SALES EFFECTIVENESS PLANNING GUIDE FOR SALES MANAGERS “It’s not the people…it’s the process!” 17 COMPONENTS OF SALES EFFECTIVENESS For a sales force to operate at optimum levels, each facet of the sales process must be improved. This guide will show you how...
Printing Sales Coach – The cost-effective path to increasing sales
Let’s Get Results not Excuses – James M. Bleech
Fundamentals of Economic Advantage Selling – Selling by the Numbers by Jack Harms
An Overview of Principles and Practices Fundamentals of Economic Advantage Selling “Selling by the Numbers” The Types of Salespeople There are four basic types of salespeople. Their classification is defined by the way in which they deal with customers, and...
Buyers fight you on price- try these 7 techniques by Roy Alexander and Charles Roth
VALUE ADDED SELLING 21 Business 2 Publishing Business intelligence for 21st-century sales professionals. by Roy Alexander and Charles Roth Most people agree the best way to avoid being beaten down on price is to keep your customer's eyes fixed on the superior value...