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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.
Buy now, only $99.00

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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	watch your audience
	the first five minutes
	enter the virtual job fair
	map out the path to excellence
	last minute planning strategies
	six trends that are changing crm in 2008
	application spotlight: dreamteam time & expense helps control your cost of sales
	expanding recognition at verizon
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selling essentials

Handling Workplace Conflicts
Although conflict in the workplace has its good points – it can spark new ideas and even strengthen relationships – it can also be dangerous. Disagreements can sometimes escalate to violence. Learn how to handle conflict by starting with these tips: Take it out of the public eye. If you and a co-worker have a disagreement, move it behind closed doors. Disagreements can escalate when other people get involved. The presence of others may even lead people to take positions that they no.. read more

crm article

Three Key CRM Trends for 2008
CRM, as a concept and as an industry, continues to grow and change. Here are three trends that we feel will be particularly significant in 2008: Trend #1. The growth of automated sales compensation. The Trend: According to the market research firm IDC, the market for automated sales incentive compensation management applications will continue to increase its profile and growth. The reason for the sudden interest among CRM buyers appears to be that companies of all sizes are increasingly dri.. read more

current lead presentations article

Watch Your Audience
Presenting is two-way communication, says Tom Mucciolo, president of MediaNet, Inc, a presentation skills company. It's not just how you act, it's how you react. Mucciolo says that presenters should always be watching how their audiences react to what they are saying because they can give valuable clues on whether to continue making a point, move on, or stop and explain. For example, if someone in your audience crosses their feet, it could mean that this person is getting little or no value from.. read more

current lead sales management article

The First Five Minutes
The first five minutes of a sales meeting is like the foundation of a house – get it right and everything else falls into place fairly smoothly. Bungle it, and you'll find forward progress is impossible without first repairing the damage. Clearly, your pre-call planning should include time devoted to these first crucial minutes of the meeting. But what should you be thinking about? In his book Rain Making (Adams, 2008), Ford Harding, president of Maplewood, New Jersey-based Harding & C.. read more




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