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| 3072. | 11 Rules for Selling to a Skeptic by Vicky Therese Davis, William R
Let's face it: the greatest accomplishment for a member of the sales community is closing a deal with a skeptic. Many who are proficient at this art agree that it is far more gratifying to convince someone who initially felt your ...
http://www.in53.com/Business/Small-Business/3072.html
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| 3071. | Nicky Pattinson Interview by Damien Senn
Nicky Pattinson is a straight talking, sharp shooting, high flying sales professional. Her ability to instantly build rapport and thoroughly engage people is breathtaking (believe me, I've seen her in action!). Over the past decad ...
http://www.in53.com/Business/Small-Business/3071.html
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| 3070. | The Sales Training Series: Gaining Commitment by Duane Sparks
Employers value salespeople based on their ability to Gain a Sales Commitment. Improving this sales skill has never been more important than it is today. So, what are you doing to get better? Here are several ideas on how you ca ...
http://www.in53.com/Business/Small-Business/3070.html
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| 3069. | If Cold Calling Works For You... by Frank Rumbauskas
I receive e-mails on a regular basis from people who state that cold calling is working perfectly well for them and that they've become quite successful by it. That's fine - as I've always said, if it works for you, then keep doi ...
http://www.in53.com/Business/Small-Business/3069.html
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| 3068. | How Can I Sell More When I Have So Much To Do? by Dave Kahle
That's a question I'm often asked whenever I'm talking to a group of salespeople. I'm sure you can empathize with the feelings behind it. You have new products to learn, paperwork to complete, hundreds of customer problems to solv ...
http://www.in53.com/Business/Small-Business/3068.html
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| 3067. | Sales Training - How to Maximize Sales by Changing Your Sales Training Focus by Alan Rigg
Maximizing account penetration is one of the most critical functions in sales. Why? The depth of account penetration has an enormous impact on revenues and profitability.Think about it - if every one of your company's salespeople ...
http://www.in53.com/Business/Small-Business/3067.html
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| 3066. | How Sharp is Your Sales Structure? by Dave Kahle
How can I get greater productivity out of my salespeople? In one form or another, that's a question every owner and sales manager ponders regularly.As a sales trainer and consultant, it is the basic question that I confront. And i ...
http://www.in53.com/Business/Small-Business/3066.html
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| 3065. | A Standardized Company Sales Plan - Good Idea or Bad? by Frank Rumbauskas
I came across an article today that explains how companies can successfully implement a company-mandated sales plan and be sure that all of the salespeople are following it.I found the advice given in that article to be deeply dis ...
http://www.in53.com/Business/Small-Business/3065.html
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| 3064. | Sales Training - What's Your Goal - Exposure or Behavioral Change? by Alan Rigg
When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in BEHAVIOR?Unfortunately, most companies drastically unde ...
http://www.in53.com/Business/Small-Business/3064.html
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| 3063. | Goal Setting - Achieve Your Sales Goals by Focusing on ACTIVITIES by Alan Rigg
When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I ...
http://www.in53.com/Business/Small-Business/3063.html
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| 3062. | Sales Recruiting - Why Performance-Based Recruiting Produces Top Sales Performers by Alan Rigg
Many recruiting ads and job descriptions include "knockout factors" that can actually screen out QUALIFIED sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree ...
http://www.in53.com/Business/Small-Business/3062.html
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| 3061. | Sales Proposals - How to Write Proposals That Sell by Alan Rigg
Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex product or one that involves the delivery of professional services, learning how t ...
http://www.in53.com/Business/Small-Business/3061.html
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| 3060. | Sales Prospecting - How to Stand Out From Competitors in a Commodity Market by Alan Rigg
I have received a number of requests for advice from salespeople and sales managers that sell "commodity" products and services. When I refer to commodities, I don't just mean pork bellies or frozen concentrated orange juice. A co ...
http://www.in53.com/Business/Small-Business/3060.html
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| 3059. | Sales Prospecting - Increase Your Sales by Avoiding the #1 Prospecting Mistake by Alan Rigg
Recently I received a prospecting voice mail message from a salesperson. The salesperson explained his company was "the leader in Microsoft hosted Exchange solutions" and he encouraged me to visit his company's website. That was i ...
http://www.in53.com/Business/Small-Business/3059.html
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| 3058. | Sales Territory Management - How to Prioritize Your Activities to Produce Maximum Results by Alan Rigg
How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base from scratch.If you manage a territory tha ...
http://www.in53.com/Business/Small-Business/3058.html
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