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How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect... Read More

Quotations Tell... Proposals Sell!

The traditional "Quotation" was originally devised during the Industrial Revolution of the 1850's and has changed little to the present day. It is a totally... Read More

Value Based Pricing, Not Price Cutting

Special Requirements for Reprint: we ask only that you include Paul's name and resource box, and keep all hyperlinks as live links.Complete Article with Resource... Read More

Creating More Effective Proposals

The need for good proposals - the business kind, not the marriage kind - struck me again a couple of days ago, when I received... Read More

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you have with yourself, before you even pick up the phone or initiate the handshake. As... Read More

Get The Help You Need With Fund Raising Ideas

There are many fund raising ideas on the market today for anyone that is looking for them. Fund raising ideas are easy to come up... Read More

Customer Loyalty in the Technology Industry

For technology companies, service after the sale has emerged on equal footing with innovation as a competitive advantage.As technology-related products and services touch nearly every... Read More


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The History of Sales: Dale Carnegie is Still with Us

I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative... Read More

Increasing Short and Long Term Profits

"I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky, because I had a big back yard for playing. It was about 28 acres big.... Read More

Writing Effective Sales Messages

A sales letter is a document designed to generate sales. It is a distinctive type of persuasive letter. It persuades the reader to place an... Read More

Selling for Beginners

Speak to almost any self employed professional and most of them will say that they love their job but don't care much for selling their... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and have finally accepted a universal truth about sales people: you love to pitch.For some reason,... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the Austin Celtic Festival. We shared the stage with some amazing bands, but at the very... Read More