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The Sales Training Book
The Sales Training Book contains 15 powerful one-hour selling skills workshops. You will also receive a hands-on sales-meeting guide and additional reading material for your team.
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COVER
Fired Up or Burnt Out?
By Kim Wright Wiley

"Supernova Burnout" is something that can happen to many sales reps in the sales industry but often goes unnoticed by managers, as well as the reps themselves. In this month’s cover story, we talk to executive coach and management consultant Dr. Steven Berglas about how managers can spot potential burnout in their sales team and how individuals can avoid falling victim to this psychological condition... .. read more
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today's video

Dr. Kerry Sulkowicz Founder and Principal The Boswell Group in "The Challenges of Effective Leadership "

today's audio

Nido Qubein in "Listen Yourself to More Sales"

latest news

	application spotlight: astadia helps salesforce.com users collaborate with non-users
	rewarding an ounce of prevention
	how to sell to mid-market software buyers
	build your presentation
	compensation problems? the doctor is in
	on-boarding: the most overlooked part of hiring
	play well in transition
	meetings as investments: event-specific websites
	crm market growth exceeds expectations
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selling essentials

Use the Right Tools
Major account sales involve many sales calls, spread over many months. They require a systematic selling process of one part strategy and one part tactics. Strategy includes identifying, surfacing and addressing every element of a large account. In essence you must: Emphasize strategic planning as you uncover key information. Present solutions to key players on the buyer's team. Obtain gradual commitment that will ultimately lead to a win-win solution. Join in strategic planning w.. read more

presentations article

The Power of Value Propositions
If someone told you they could help you double your sales within six months, you’d probably be pretty interested in what they had to say, right? The same goes for your audience. If you tell your audience up front, using hard numbers, exactly what your product or service can do for them, chances are they’re going to sit up and pay attention to your presentation. This kind of statement is called a value proposition – and it is critical that you state your value proposition at the outset if you wan.. read more

current lead salesforce article

APPLICATION SPOTLIGHT: Astadia Helps salesforce.com Users Collaborate with Non-Users
Alas, not everyone is a user of salesforce.com, so sometimes you need to adapt to the tools that they do use. Astadia Report Collaboration for Google Spreadsheets allows a salesforce.com subscriber to export any reportable information in salesforce.com to a Google spreadsheet in order to share the report with non-users. Here's how it works. You click a button to export a salesforce.com report to the Google spreadsheets format. The resulting file is fully compliant with Google and salesforce.c.. read more

current lead incentives article

Rewarding an Ounce of Prevention
A team of hardworking employees who will go above and beyond the call of duty to solve any and all customer problems – it's what every organization dreams of, right? And when your team members engage in these sorts of lifesaving heroics, often in the nick of time, dead of night, and at the eleventh hour, they have every right to expect recognition for such extraordinary efforts. Who would disagree with that? Incentive Magazine columnist Paul Levesque, that's who. In a recent column, Lev.. read more




Dr. Kerry Sulkowicz The Challenges of Effective Leadership

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"You may not know it, but at the far end of despair, there is a white clearing where one is almost happy." -
Jean Anouilh

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