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- World's Worst Sales Letter?
- World's Worst Sales Letter?SPOT ONBrilliant. My thoughts exactly!World's worst sales letter.You can tell the letter is from a real estate agent because of the typos and bad grammar. It's amazing that they can sell any homes at all, and it just goes to show that it is a...
- Discussion threads 2008-04-24
- How to Handle "It Costs Too Much"
- How to Handle "It Costs Too Much"Rule #1Rule #1 is very good advice as I know I sell a few products that I know are expensive due to the customization involved and yet prospects are always surprised by the cost, I look forward to trying this approach and taking care...
- Discussion threads 2008-02-11
- Would You Have Sex with a Potential Customer?
- Would You Have Sex with a Potential Customer?Wow......you are WAY overthinking this one.OutsourcingYou forgot the option, "Outsource the job to one or more professionals." It's an especially good one for married and celibate sales people, or for sales people of different orientations than their prospects.RE: Would You Have Sex with...
- Discussion threads 2008-02-05
- Closing Rule #1: Think Like a Closer.
- We're going to spend this week on a key skill: how to close. The last time we touched on this subject, I pointed out the many problems with manipulative "trick closes," so I'm not going to go over that material again. Instead, I'm going to present a series...
- Blog posts 2007-10-08
Additional Resources
- Updating Confidentiality: An Overview of the Recent Changes to Model Rule 1.6
- INTRODUCTIONJust when you thought you understood the confidentiality requirements of Rule 1.6 of the American Bar Association ("ABA") Model Rules of Professional Conduct ("Model Rules"), the Rule was amended again in August 2003; this time, significantly. Although the Model Rules have been amended frequently since their initial adoption in 1983,1...
- Research articles 2004-07-01
- Rule 1.6 and the noisy withdrawal. (American Bar Association Model Rules of Professional Conduct)
- The American Bar Assn Model Rules of Professional Conduct Rule 1.6 requires attorneys to maintain the confidentiality of their clients unless to prevent bodily harm or to protect the attorneys in disputes with the clients. However, ethical behavior when the client engages in fraud has been subject to much debate....
- Research articles 1996-10-01
- Testing TradingMarkets' Rule #1: Buy New Lows, Not New Highs
- Michael Stokes submits:This week I’m going to be looking at TradingMarkets.com’s (TM) 10 Trading Rules. While I’d usually be wary of taking trading advice from any site with that many flashing banner ads, many of the rules on TM’s list are similar in spirit to concepts...
- External links 2009-01-07
- Exclusion of the exclusionary rule: Hudson v. Michigan
- INTRODUCTION In Hudson v. Michigan, the Supreme Court of the United States once again limited the use of the exclusionary rule as a remedy for violations of the Fourth Amendment to the United States Constitution by holding that the rule is inapplicable to violations of the knock-and-announce rule. (1)...
- Research articles 2007-03-22
- How to Give a Killer Sales Presentation
- Sales presentations are not sales pitches. A sales pitch is an old-fashioned way to engage a prospect and close the deal all in one sitting. A sales presentation, by contrast, is a tool used towards the middle and end of a sales cycle to widen support for a proposed solution. ...
- Blog posts 2009-05-27
- 15 Rules for Giving Good Demo
- Product demos are the hardest thing that most sales reps ever do. A demo has all the elements of a sales presentation -- with the additional burden of having to show off the product. There's lots to think about, and a lot can go wrong. With that in mind, here...
- Blog posts 2009-07-02
- Rules for Marketing
- I’ve been a little hard on Marketing lately, so I thought it would be a good time to be helpful and provide some Really Useful Rules for Marketing to Follow. To keep it real, I’ll present a brief case study based upon my decades of experience in high tech,...
- Blog posts 2007-05-18
- Section 301-1: Background And Overview Of The New Rule And Amendments
- According to a recent act, a new rule has come into force. The same prohibits the listing of any security not complying with audit committee requirements of the Act. The paper discusses the new rule and amendments in the light of the tools and processes incorporated in the Act. It...
- White papers 2003-04-14
- 10 Rules for Writing a Winning Proposal
- If you're going to cut big deals, you're probably going to write some proposals. A while back, I had a conversation with Tom Sant, probably world's top expert in helping sales teams to write better proposals. Here are ten of his top rules for writing a winning proposal: ...
- Blog posts 2009-05-25
- Terrorism Risk Insurance Program - Part 1
- The Department of the Treasury Treasury is issuing this final rule concerning disclosures and mandatory availability requirements as part of its implementation of Title I of the Terrorism Risk Insurance Act of 2002 Act. The final rule incorporates and clarifies conditions for federal payment, set forth in section 103b of...
- White papers 2003-01-01
- Labor Secretary Elaine Chao said an Occupational Safety and Health Administration (OSHA) rule on record keeping would largely go into effect as scheduled on January 1.(record keeping standard information)(Brief Article)
- Labor Secretary Elaine Chao said an Occupational Safety and Health Administration OSHA rule on record keeping would largely go into effect as scheduled on January 1. "This rule is a big step forward in making workplaces safer for employees, wh Labor Secretary Elaine Chao said an...
- Research articles 2001-08-01
- 9 Rules for Negotiating a Complex Deal
- The biggest B2B sales opportunities are often quite complex, involving strategic relationships and ongoing business arrangements. Closing these deals often involves some fairly complicated "give and take" negotiating. Unfortunately, many sales pros are more accustomed to simple transactions, where price is the only parameter.  This post contains some invaluable sales...
- Blog posts 2009-04-15
- How to Schmooze Propellerheads
- Solution selling means working with engineers. At customer sites, the "propellerheads" influence buying decisions. In your firm, they're key resources to help you make a sale or keep a customer. Alas, most sales pros are utterly clueless when it comes to motivating engineers. And that can result in...
- Blog posts 2007-05-25
- Web 2.0 Woes: A Perfect Example!
- On Monday, I pointed out that Web 2.0 presents some challenges for sales teams. On Tuesday, I posted what must have seemed a bit of a non sequitur -- a rant about the bonehead PR policies at Wiley books. In fact, that second post had a hidden agenda --...
- Blog posts 2007-11-07
- BNET Book Brief: The No Asshole Rule
- BNET Book Brief: The No Asshole RuleExcellent videoVery creative, entertaining and full of good information. This was web video at its best.RE: BNET Book Brief: The No ******* RuleThe video presentation was informative and enlightening. I will purchased the book.RE: BNET Book Brief: The No ******* RuleYeas there are those...
- Discussion threads 2007-09-28
- EPA OKs RFG in East St. Louis, Ill. Effective May 1 for Refiners
- The U.S. EPA issued a Direct Final rule adding East St. Louis, Ill. to the list of RFG covered areas. The rule will take effect May 1 for refiners and June 1 for retailers. The U.S. EPA issued a Direct Final rule adding East St. Louis, Ill. to the list...
- Research articles 2007-01-08
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