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RECENT ARTICLES

NEWSLETTERS BY SUBJECT

SUGGESTED READING LISTS

ARCHIVED ARTICLES

Recent Articles

• December 2009 Newsletter
• October/November 2009 Newsletter
• August/September 2009 Newsletter
• Presentation made at the Duluth Business Expo. "Smart Selling in Tough Times"
• "Customer-Sensing Demand Generation with Stronger Messaging" What and Why - Part I
• "Customer-Sensing Demand Generation with Stronger Messaging" How and When - Part II
• May 2009 Newsletter
• April 2009 Newsletter
• March 2009 Newsletter

As long as you're here, why not sign up to receive our monthly newsletter and other announcements directly by email?

These newsletters are intended to communicate a number of potential things for sales, marketing, sales management and senior management on providing:

• Tips to sales personnel
• Tips to sale managers
• Tactics and techniques for sales and marketing
• Marketing tips on "Message Creation', 'Message Production' and how to integrate with sales departments
• Thought provoking ideas on "Selling in Tough Times" and good times

Newsletters by Subject!

• Narrated article on "Multiple Buyers Making Decisions in a Complex Sale"
• Narrated article on "How Buyers Meet Their Needs"
• Narrated article on "Shifting Concerns of Buyers"
• May 2009 Newsletter Survey Brief & Results
• Customer-Sensing Demand Generation with Stronger Messaging - Part I & Part II
• Tips and Thoughts for Selling in Today's Economic Climate!
• What is a Value Proposition for My Prospect?
• Excerpted Elements of "Selling to Senior Executives"!
  
• Smart Selling in Tough Times!
  
• End The Year On The Run and to Begin Planning for 2009!
  
• What is a Value Proposition for My Prospect?
  
• How can we ensure that the prospect and the sales person are on the same page?
  
• How to differentiate ourselves from other sales people the prospect may meet?
  
• When is the appropriate time to conduct a product demonstration?
  
• Thoughts on prospecting!
  
• Suggestions that may help ensure the end of the year is more successful! 

Suggested Reading List

• Solution Selling - Mike Bosworth
• CustomerCentric Selling - Mike Bosworth
• Seven Habits of Highly Effective People - Stephen R. Covey
• Made to Stick - Chip & Dan Heath
• The Speed of Trust - Stephen M.R. Covey
• The Art of War - Sun-tzu
• Results Based Leadership - Dave Ulrich, Jack Zenger
• In Search of Excellence - Thomas J. Peters

Archived Articles

• Smart Selling in Tough Times - The Vision Group
• Selling to Senior Executives - Kenan Flager, University N. Carolina
• Psychoeconomics - Gary Belsky, Jeanhee Kim Alderman
• Creating Real Value for Customers - The Huthwaite Group
• Smart Selling in Tough Times - A white pager, Larry Sleep
• Narrated Articles on YouTube - The Vision Group