Posts with Category "Sales eBooks"

Complimentary Webinar: The 7 Principles of Successful Sales Training Programs

By John Doerr

If you’ve downloaded our Why Sales Training Fails report within the last few weeks, you’ve been getting my tips on how to make your sales training initiatives better.

This is a great start for you, but it is just a start.

My partner Mike Schultz and I have been getting so much great feedback on the report, and more questions than we can address by email and by phone.

So, we’ve gathered up a lot of the questions and put together a webinar all about how to run successful sales training initiatives that really lead to long-term results. And we’re offering this webinar free...

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0 Comments Topics:

• Sales Seminars & Events,
• Online Sales Training,
• RAIN Selling,
• Sales Assessments,
• Sales eBooks,
• Sales Training

The Keys to Leading Masterful Sales Conversations

By Erica Stritch

It’s 4 PM on a Thursday and you’re about to meet the CEO of a major company you’d like to win as a client. The conversation starts as you walk into the office, approach the CEO, stretch out your hand, and say, “Nice to meet you, Jill. I’m Steve Webb.”

Fast forward to a meeting about 7 months later. You head into the office. Jill gets out from behind her desk and says, “Good to see you again, Steve. Here’s a check for $1.2 million. Let’s get started.”

Suffice it to say, a lot has to happen to get from, “nice to meet you” to “here’s a check, let’s get started.” Yet two things are true:

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0 Comments Topics:

• RAIN Selling,
• Sales Conversations,
• Sales eBooks

Selling Professional Services in the New Economy

By Erica Stritch

The New Rules of Selling Consulting Services in 2011

Selling in professional services firms has changed. Gone are the days when repeat business and referrals were enough to grow your practice, when providing great service and results led to more business, when you were the only consultant, accountant, lawyer, or engineer on the block providing your specific service specialty.

Prospects are busier than ever, there’s ten-times more competition, and price pressure is rampant.

Despite these challenges, there are many service providers thriving in the new economy. To help you overcome the selling challenges and grow your firm in 2011, we’ve created the special report, The New Rules of Selling Consulting Services in 2011. 

In this report, our very own Mike Schultz not only reveals the new rules for selling professional services, but also explains how you must transform the way you sell in 2011.

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0 Comments Topics:

• Professional Selling,
• Professional Selling Skills,
• Sales eBooks,
• Sales Motivation,
• Sales Training