The First Point of Attack: The Pitch
November 04, 2009, 10:05 AM
Executives don't have time for long-winded pitches. Get to the point quickly and effectively.

The Importance of Role Play
November 02, 2009, 11:20 AM
All the great hitters take batting practice. Sales is no different.

Cold Calling: Taking Another Look at Those "Impossible" Leads
October 28, 2009, 9:35 AM
Don't let those difficult leads make you gunshy.

Sales and the Lost Art of Storytelling
October 26, 2009, 1:30 PM
Don't rely on emails and Powerpoint presentations to tell your story.

Inside Sales: Acting, Investigative Reporting, and Craftiness
October 22, 2009, 9:40 AM
Ask a lot of tough questions and always be ready to give the best performance possible.

Controlling the Call
October 20, 2009, 10:50 AM
From the very first call you need to be confident and dictate the action.

Mapping Out the Best Sales Strategy for Success
October 15, 2009, 11:05 AM
A good map gets you where you want to be quickly. How accurate is your sales map?

Don't Be a Stiff: Loosey-Goosey Gets it Done
October 13, 2009, 10:30 AM
Speak up. Internalizing your fears doesn't create new ideas which can generate your company more revenue.

Using E-Mail Effectively in the Sales Process
October 08, 2009, 11:40 AM
E-mails should not only be short and informative, but they should always be advancing the sales process.

Increasing Productivity with Fitness and Smarts
October 05, 2009, 3:15 PM
In sales your voice is the best tool you have. Protect it.