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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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latest news

	mobile/real time crm finally becomes a reality
	mind your gap
	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
	on-boarding: the most overlooked part of hiring
	play well in transition
	meetings as investments: event-specific websites
	do you know what you need to know?



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selling essentials

Adding Sizzle to Your Messages
If you had a choice, would you want to listen to a purge of data or an interesting anecdote? The answer is obvious to most, but salespeople still continue to barrage their audiences with boring subject matter and long lists of data. So, how do you make your messages stick even if you have a lot to say? "First, the key is to be clear about what your message is," says Kevin Carroll, a corporate communications consultant and professional speaker. "The biggest problem is tha.. read more

presentations article

Breathe Deep and Speak Out
“The most important thing when using your voice is to show that you’re committed to whatever it is you’re selling,” says voice consultant Renee Grant-Williams. “A lot of that comes from how you produce your voice. “Speaking from the middle of your body you convey that your entire being is behind what you’re saying,” says Grant-Williams. “Speaking in a shallow way, just from the neck and shoulders up, makes it sound like not much of you is committed to your product.” Grant.. read more

current lead crm article

Mobile/Real Time CRM Finally Becomes a Reality
Five years ago, mobile CRM meant having a laptop that you could sync with your CRM system… whenever you could finally connect to the Internet. Today, mobile CRM encompasses applications where the sales rep is (for all intents and purposes) constantly connected – making mobile CRM a "real time" application. We asked CRM uber-guru Barton Goldenberg what's been driving that trend. Here's a summary of what he had to say: Driver #1: More platforms. CRM vendors continue to de.. read more

current lead sales management article

Mind Your Gap
One of the biggest challenges at the negotiating table is commoditization. Buyers say they can get the same thing from the competition at a cheaper price and the price war begins – 3 percent here, another 1 percent there, free shipping thrown in for good measure. Why does it always seem to come down to this when your reps know they should be selling value, not price? The answer: they don't understand what Brian Dietmeyer, CEO of international sales consultancy Think! Inc., calls "the.. read more




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"Few pleasures there are indeed without an after touch of pain, but that is the preservation which keeps them sweet." -
Helen Keller

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