White Papers and Articles - Sales Advisor

White Papers - By Topic

1. Product Positioning

To Succeed You Must Be First, Best or Different, by Leah Grant

Are You Selling The Wrong Product?, by Keith Rosen

2. Unique Selling Position

Why You Must Assume - Even Though You've Been Told It's Something You Should Never Do, by Jill Konrath

Stronger Value Propositions, by Jill Konrath

Sales Lessons from Dancing with the Stars, by Jill Konrath

What Is Value-Added Selling?, by Tom Reilly

So you want to have a value added sales force!, by Reilly

Customer Messaging for Sales & Marketing Executives, by Reilly

What Is Your Unique Selling Position?, by Nelson Tan

3. Account Qualifying

Lead Generation Seminars--What Works- What Doesn't?, by Bill Caskey

When Good Referrals Turn Bad, by Keith Rosen

4. Objection Handling

Objection Handling Technique, by Niall Devitt

5. Lead Generation

Secrets of Lead Generation, by Drew J. Stevens, PhD

There’s A New Way To Sell In A Service & Information Economy Are Your Sales Methods Behind The Times?, By The Dancing Elephants Achievement Group

Escaping Voice Mail and E-Mail Purgatory, by Craig James

Don't Blow It When Your Prospect Answers the Phone, by Jill Konrath

Why Decision Makers Hate Cold Calls, by Paul McCord

How To Pry Open The Gatekeeper's Gate, by Jim Meisenheimer

Lead Generation Tips, by Drew Stevens

A "Warm Calling" vs. "Cold Calling" Rant, By Wendy Weiss

Cold Calling: Is it Really a Waste of Time?, By Jacques Werth

Overcoming Cold Calling Reluctance, by Keith Rosen

6. Presentation Skills

Are Your Poor Presentation Skills Costing You Money, Mike Aoki

7. Time and Territory Management

It's Not about Time, by Leah Grant

Dealing With Your Customer's Time Constraints, by Dave Kahle

If It's Not Scheduled, Don't Do It, by Keith Rosen

Schedule Time Blocks, by Keith Rosen

8. Use of Technology

What to do When Your Star Salespeople Won’t Use Technology, by Mike Foster

9. The Sales Environment

Sales Management Challenges in 2009, by Drew J. stevens, PhD

How To Manage The Dealer Channel To Cause Growth, by Bill Hodgdon

Customer Results Selling, by Bill Hodgdon

Causing Growth In Business To Business Markets, by Bill Hodgdon

10. Negotiation

Power Negotiating Skills for the Tough Times Ahead, by Roger Dawson

11. Sales and Marketing in a Recession

How to Immunize Yourself Against Tough Economic Times, by Jill Konrath

Small Companies Fare Better Than Big Companies in Tough Times, by Tom Reilly

Pricing Strategies in a Downturn, by Abbey Road Associates

How to Keep Turnover Low and Employees Motivated in the Midst of Economic Turmoil, by Mike Foster

Selling in a Recession: The Best Recession Sales Strategy, From Heavy Hitter Sales Blog

Selling In A Recession, By Jim Meisenheimer

Clearing a Passage through Today’s “Frozen” Economy, By Michael Dotson, CEO WorkSmart Media Group

12. Pricing Strategies

How to Negotiate Higher Prices, by Tom Reilly

Price Objections: The Bane of Salespeople, by Tom Reilly

Closing the Deal without Discounting: Value-Pricing Strategies for Professional Services Solutions, by Darrin W. Fleming, FutureSight Consulting

13. Leadership and Vision

Top Ten Steps To Effective Delegation, by Keith Rosen

Plan For The Unplanned, by Keith Rosen

14. Setting Goals

Become Fully Accountable For Your Success, by Keith Rosen

15. Hiring Strategies

Develop a Job Description and Performance Agreement, by Keith Rosen

Go for the Gold!!! Shifting from a Traditional, Reactive Corporate Recruitment Model to a Strategic, Proactive Framework, by Carol Bernstein, Adler Consulting

How to Tame 500-Pound Gorillas (aka Your Hiring Managers), by Lou Adler

16. Developing Your People

Why Salespeople Fail and What Managers Can Do About It, by Keith Rosen

Staff Evaluations: Too Often, Too Late- Avoid These Two Costly Management Mistakes, by Keith Rosen

17. Managing Reseller Channels

How To Manage The Dealer Channel To Cause Growth, by Bill Hodgdon, Hodgdon Consulting Services

18. Motivational Techniques

Inspiration Trumps Motivation, by Leah Grant

Questions to Lead By, by Keith Rosen

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