By listening to Dr. Julie's interview you will learn: How to evaluate your sales copy based on the Power Selling checklist; The "Five Never's" of sales writing; How to critique a proposal from the reader's point of view.

Using the phone in sales can be one of the most morale-crushing tasks that anyone can perform... IF you allow it to take you to that place. This article uses an amusing story to demonstrate the value of maintaining a positive and confident attitude!

By listening to Roger's interview you will learn: How to use virtual presentations and meetings to accelerate sales cycles; How to engage audiences so they don't multi-task during your presentations; Three ways to develop your "virtual body language" and make "eye contact" with remote audiences; The most problematic virtual presentation scenario and what to do about it.

10% to 20% of salespeople are talented and sharp enough to figure out how to succeed in your company's sales job without any assistance. Another 25% to 35% of salespeople COULD be successful, but they probably can't figure out how to succeed on their own. This article describes the information and training you need to provide (and reinforce with a properly designed Sales Guide) to help these salespeople succeed!

Back in the day, when money was flowing and people were feeling fine, giving a little without getting anything in return was not a problem. Today, it's a problem. Volumes are down, margins are shrinking and you have to add more to the bottom line. This article provides five suggestions for things you can do right now to improve your negotiation skills and the quality of the deals you land.

By listening to Jeanette's interview you will learn how to: Effectively negotiate price; Manage hardball tactics; Uncover hidden motivations; Use tradeoffs for maximum impact.

Hot calls yield a fantastic rate of return. However, unless your prospects know you, you're making a cold call. Follow the specific referral process described in this article and never make another cold call!

By reading the transcript of Joanne's interview you will learn how to: Get HOT sales leads at the level that counts; Convert more than 50% of your prospects to clients; Use referrals to impact your bottom line; Double your sales footprint without adding to your sales budget; Learn the 5 steps to building your referral business; Identify the common sales traps to avoid.

Too many companies lose money because their sales management team continues to make the same preventable mistakes that result in poor sales performance. This article explains 10 of the most common sales management mistakes and how to avoid them.

In this article we'll take a close look at one example of a "cold introduction" e-mail that uses the traditional sales mindset. Then we'll apply the Unlock The Game™ mindset so you can get an idea of how to create e-mails that won't trigger the negative "salesperson," or even "spamming salesperson," stereotype.

By listening to Joanne's interview you will learn how to: Get HOT sales leads at the level that counts; Convert more than 50% of your prospects to clients; Use referrals to impact your bottom line; Double your sales footprint without adding to your sales budget; Learn the 5 steps to building your referral business; Identify the common sales traps to avoid.

While it is true that not every prospect is going to buy from you, "no" does not have to be as all-pervasive as some sales professionals feel it is. When it comes to "no" there are two issues to examine.