April 2008 - Vol. 6 Issue 4

In this issue:

- The Distracted Prospect: Getting your prospect’s attention when he’s busy doing other things
- Accuracy versus Action: Striving for perfection can cause you to be less effective

March 2008 - Vol. 6 Issue 3

In this issue:

- Losing Your Sales Mojo: What to do when you lose that spark in a tough economy
- Avoiding Voice Message Hell: How to handle voice messaging systems when prospecting

February 2008 - Vol. 6 Issue 2

In this issue:

- Acquiring New Business: The differences between a lead and a referral
- Free Tacos - When Free Isn’t Free: How are you attracting customers to your business?

January 2008 - Vol. 6 Issue 1

In this issue:

- Sales Clichés to Avoid: 33 Phrases that customers hate to hear
- What Customers Want: 12 Tips on meeting customer expectations

December 2007 - Vol. 5 Issue 12

In this issue:

- Hunting Monkeys: Solving what's really bothering your customers
- Swimming Naked: Being unprepared in a tough market can catch you with your pants down

November 2007 - Vol. 5 Issue 11

In this issue:

- 100 Questions to Ask Your Prospect: Listening is important, but asking the right question is too
- The Sales Clot: Are your prospective sales getting stuck in the sales cycle?

October 2007 - Vol. 5 Issue 10

In this issue:

- Sales Values: Knowing your values as a sales professional
- How Am I Doing?: Getting customers to tell you how they feel about you

September 2007 - Vol. 5 Issue 9

In this issue:

- Anger Can Hurt Your Sales: Tips on managing your temper with customers
- Defining a Great Customer Experience: Customer expectations are not always the same as yours

August 2007 - Vol. 5 Issue 8

In this issue:

- Selling is About Helping People: What did you want to be when you grew up?
- Dealing With Difficult Customers: Top 6 tips for handling unreasonable requests

July 2007 - Vol. 5 Issue 7

In this issue:

- The Changing Face of Sales: How sales has changed over the past few years and how to adapt
- Spice Up Your Marketing: Finally an easy and effective way to create Press Releases

June 2007 - Vol. 5 Issue 6

In this issue:

- Creating Your Own Sales & Marketing Guide: Provide "Information" training, not just sales training
- Sell Me This Pencil: Focus on customer needs, not your product's features

May 2007 - Vol. 5 Issue 5

In this issue:

- Sales and Wasting Time: Be careful of time killers
- Sales Compensation Plan Components: Pay your sales reps what's fair and what they earn

April 2007 - Vol. 5 Issue 4

In this issue:

- Just One More Time - Breaking Rocks to Make a Sale: How persistence & patience can help you succeed in sales
- Using CRM to Help You Sell: Using the right tools and techniques to succeed in sales

March 2007 - Vol. 5 Issue 3

In this issue:

- Why Sales People Fail: Are the right people in the right positions for sales?
- Trade Show Leads: What to do with all the leads you get from events

Feb. 2007 - Vol. 5 Issue 2

In this issue:

- The Warm Call: Turn Cold Calls into Warm Calls by being prepared
- CRM Implementations the Right Way: The Right and Wrong way to handle your CRM rollout

Jan. 2007 - Vol. 5 Issue 1

In this issue:

- New Years Resolutions for Sales Success: Sales planning for the New Year
- Handling Angry Customers: Ten tips for treating, and avoiding, customer difficulties

Dec. 2006 - Vol. 4 Issue 12

In this issue:

- The Most Common Customer Management Mistakes: You're probably making them now
- If Your Canary Dies, Then Your Sales People May Need Help: Dysfunctional Sales Practices

Nov. 2006 - Vol. 4 Issue 11

In this issue:

- The Overwhelmed Sales Rep: Seven Tips to getting more done in less time
- Propecting: All pain, no gain?

Oct. 2006 - Vol. 4 Issue 10

In this issue:

- Lead, Don't Follow: Finding leads that will generate the most sales for your business
- Networking for Fun & Profit: How to get the most out of networking events

Sept. 2006 - Vol. 4 Issue 9

In this issue:

- Tales of a New Sales Manager: Preparing your sales team for success
- Selling to the Right Person: Perception versus Reality

August 2006 - Vol. 4 Issue 8

In this issue:

- Motivating Your Sales People to be More Productive: Leveraging sales to your existing customers
- Getting to No: A "No" answer is better than no answer at all

July 2006 - Vol. 4 Issue 7

In this issue:

- Seven Early Warning Signals of Inneffecive Sales: Stop losing business by taking heed to these signals
- Improving Customer Service: Good service is assumed and expected, so deliver it

June 2006 - Vol. 4 Issue 6

In this issue:

- Close the Sale, Not the Door: Master the science of closing the sale
- The CRM Industry Has Awakened: Businesses are more interested in deploying a CRM strategy

May 2006 - Vol. 4 Issue 5

In this issue:

- Value-Added Selling - Part 5 of 5: Selling Benefits, Not Features
- Three Ways to Increase Sales

April 2006 - Vol. 4 Issue 4

In this issue:

- Value-Added Selling - Part 4 of 5: Getting engaged with your prospect
- How to Destroy a Good CRM Implementation: Watch out who gets their hands on your CRM system

March 2006 - Vol. 4 Issue 3

In this issue:

- Value-Added Selling - Part 3 of 5: Relationship Selling
- Don't Demo Yourself Out of a Sale: Using the product demo to help close a Sale

February 2006 - Vol. 4 Issue 2

In this issue:

- Value-Added Selling - Part 2 of 5: Selling Your Company
- Who's Asking The Questions Here Anyway?: Turn the meeting around so you're in control

January 2006 - Vol. 4 Issue 1

In this issue:

- Value-Added Selling - Part 1 of 5: Add value by first establishing credibility
- Why Selling Is Like Racquetball: Some real-life parodies with Sales

December 2005 - Vol. 3 Issue 8

In this issue:

- Objectionable Objections: Handling objections in a positive way
- I Love My Customer: When customers understand the true meaning of CRM

November 2005 - Vol. 3 Issue 7

In this issue:

- Don't NOgotiate, Negotiate: Master the science of good negotiating
- When to Hire Your First Sales Rep: Be prepared when starting your new sales organization

October 2005 - Vol. 3 Issue 6

In this issue:

- Enhance Your Listening Skills: Improve communications and increase sales
- Be More Creative By Thinking Slowly: Selling & CRM implementations can learn a lot from Monty Python Star
- When "Bad" Customer Service Is Good: Sometimes I want to be slapped around

September 2005 - Vol. 3 Issue 5

This issue's topics include:

- Don't Sell The Quarry: Increase sales by focusing on benefits
- Saying "No" Can Save You Money: Don't back down when customers want a discount

August 2005 - Vol. 3 Issue 4

This issue's topics include:

- Control Your Business Growth By Not Doing Everything Yourself
- Getting the Right Contacts

June 2005 - Vol. 3 Issue 3

This issue's topics include:

- Aligning Your Sales and Corporate Strategies
- Crumby Customer Service

April 2005 - Vol. 3 Issue 2

This issue's topics include:

- Measuring Customer Profitability
- The Power of Positive Thinking

February 2005 - Vol. 3 Issue 1

This issue's topics include:

- Runaway Sales Calls
- Penetrating Other Departments

December 2004 - Vol. 2 Issue 6

This issues's topics include:

- Pricing Strategies
- Get a Fresh Prospective for the New Year

October 2004 - Vol. 2 Issue 5

This issue's topics include:

- Cold Calling: Get over the fear and improve your success
- Don't Lose Focus on Your Customers

August 2004 - Vol. 2 Issue 4

This issue's topics include:

- Train Your Sales Team Using an Effective Sales Process
- Hey! Did you see that email?

June 2004 - Vol. 2 Issue 3

This issue's topics include:

- Team Selling
- When Customer Retention Goes Bad

April 2004 - Vol. 2 Issue 2

This issue's topics include:

- Selling the Customer What the Customer Needs
- Top 10 Tips to CRM Success

February 2004 - Vol. 2 Issue 1

This issue's topics include:

- Stand Out From The Competition
- Where Do You Get Your Best Prospects?

December 2003 - Vol. 1 Issue 5

This issue's topic includes:

- Customers On 34th Street

October 2003 - Vol. 1 Issue 4

This issue's topic includes:

- The Proper Care & Feeding of Your Customers

August 2003 - Vol. 1 Issue 3

This issue's topic includes:

- The Customer Bell Curve

June 2003 - Vol. 1 Issue 2

This issue's topics include:

- Dead Man Talking
- Sales Efficiency Vs. Sales Effectiveness

May 2003 - Vol. 1 Issue 1

This issue's topics include:

- Customer Retention
- Automating Your Sales Processes