For sales success ask salespeople by Jeffery Gitomer

For sales success, ask salespeople by Jeffrey Gitomer Published: November 16th, 2009 In a recent survey conducted by a BIG benefits management company (a management and human resource consulting firm), they asked 365 chief executives and sales management executives, “What are the three key factors that separate high-performing...

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 what they believe makes them successful in their work.   Type...

How to Become a Rainmaker by Jeffrey J. Fox

How to Become a Rainmaker   The Big Idea   Inspired by Native American tradition, the Rainmaker is one who uses his power to bring rain to nourish crops that feed the tribe. In sales, a rainmaker is the revenue-bringer to a company. She brings the very lifeblood of...

Developing the Optimum Team to Sell and Service Accounts by Art Turock

Developing the Optimum Team to Sell and Service Accounts Presented by…Art Turock of Art Turock & Associates   Team Selling: Key Issues   Criteria for determining whether team selling is a worthwhile advantage: Common problems to avoid in team selling: Laying the groundwork...

Cold calls- Nail the first 20 seconds and you’re in by Art Sohczak

VOLUE ADDED SELLING 21 Business intelligence for 21st-century sales professionals. Cold calls: Nail the first 20 seconds and you’re in by Art Sohczak How do people react when they take your prospecting calls? Do they drop everything they're doing to listen to you, show mild interest and agree to...