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Sales and Client Prospecting
| Leads | Proposals | Selling Skills | How-To |
Lead Generation and Management
Innovative Lead Generation
The real trick is to spot a need for your services before the job is put out for bid.
Increase Sales to Existing Clients
Use these tips from business to expand your work for current clients. Start by realizing how much money it will save.
Don't Be Afraid--Pick Up the Phone
Cold calls do pay off. Make 15 calls, reach 7 people, get 1 appointment. For each five appointments, make one sale. Harden yourself to the 'No's to reach your goal.
The Prospecting Seminar - How to Become Indispensible to Your Clients
Try a new approach: share knowledge and information with prospective clients to demonstrate expertise.
Proposals
Proposal Manager's Guide
Everything you need to know about government contract proposals.
Winning Proposals: A Step-by-Step Guide to the Proposal Process
Everything you need to know about persuasive business-to-business proposals.
Selling Skills
Dr. Revenue's Sales and Marketing Clinic
The three kinds of selling for the entrepreneur--or anyone who wants to succeed.
Collaborative Selling
Today's customers buy differently, so you must sell differently. Hint: clients want value and great relationships.
How to Sell to Different People
You sell differently to each person you meet. Mind mapping can help you to understand how to relate better.
Do You Ask Enough Questions for Sales Success?
The best sales people listen more than they talk. Here are tips for writing scripts that can help you sell more effectively by listening.
Getting Past the Gatekeeper
It's similar to a football game. Plan your play and execute. The direct run up the middle usually succeeds best.
Know Thy Customer: Questioning Tips to Help You Sell More
Questioning is not intrusive in business. Do it with assurance and try some of these questioning techniques.
How-To
How to Create a Unique Selling Proposition (USP)
What does differentiate and distinguish your firm? Figure it out and do more than just "get by"!
How to Build a Sales Team that Sizzles
Many firms have sales staff to help make the cold calling process easier for their technical professionals. See how to avoid making mistakes and hire sales staff who can do it right.
Six Steps to a Super Sales Team
Even with the right people in place, teams need a common goal and trust between members. Here's how to build it.
10 Biggest Goofs Salespeople Make
Hint: Maybe it's time to work on listening skills?
Selling Without Fear
Rejection comes with selling, and learning to accept rejection is the key to making sales.It's all a game.
Breakthrough Sales Techniques: Getting Past the Myths
Just how true is the adage, "It's not who you know, it's who knows you"?
To Grow Your Business, Make It Easy for People to Buy
Follow these steps, then try some "mystery shopping" to see how potential clients are treated.
24 Ways to Increase Your Sales
Practical tips for unpredictable business conditions.
Sales Autopsy: Identify Your Last Three Successful Sales
Start with the ones you'd like to duplicate. Break down how they worked and what elements you can repeat.
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