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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
Social Networking 2.0. Are you linked in or left out?
By Robert Mcgarvey

Facebook and Myspace are just two examples of social networking, the latest new "thing". While these sites are used by millions of users to find "friends" with similar interests, a new site, LinkedIn, extends social networking to the business world. In this month's cover story we explore some of the many ways sales leaders are making LinkedIn work for them... read more
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	going, going, gone?
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	application spotlight: access hoover's helps you find the right decision makers, right on time
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selling essentials

In Any Season
If your sales are seasonal, do you wonder what to do with leftover inventory? Tag-A-Long Expeditions sells raft and jeep tours during the summer. On the premises we also sell such retail items as T-shirts, hats and bandanas with our company logo printed on them. We use our leftover inventory as gifts to agents who put together group packages or as thank-yous to local merchants who refer clients to us. We also use the items as introduction gifts at winter planning meetings with potential new part.. read more

presentations article

Drive Your Presentation Skills to New Heights
When it comes to improving presentation skills, most salespeople are caught in a classic Catch 22. They’d like to read some of the latest books on delivering effective presentations, but they’re so busy preparing for their upcoming presentations they simply don’t have time. Fortunately, there’s a solution. Many good books on presenting now are available on audio tape, which means you can absorb the ideas of the world’s top presenters during the unproductive hours yo.. read more

current lead pharmaceuticals article

Going, Going, Gone?
Physicians, like most everyone else on the planet, are creatures of habit. Part of the pharmaceutical sales professional's job is to help individual doctors see the benefits of prescribing a certain product to the point where writing those prescriptions becomes a habit. A problem arises, however, when the sales reps fall into bad habits, stop actively selling, and allow themselves to begin taking that "reliable" physician for granted. "This is a real common business problem.. read more

current lead meetings article

Planning Outdoor Meetings
Will it rain? Will it snow? Will the audience be able to hear over the construction noise next door? These are all valid questions when planning an outdoor meeting. However, the first and most important question should be, "Does it absolutely need to be outdoors?" "There are significant challenges with outdoor events," says Mark Lorimer, CMP, partner with Eventive Group, an independent, third party production company that designs corporate meetings and special events. &quo.. read more




Mark Sellers The Buy Cycle Funnel Part I

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