Resources
BNET Resources
- sort by:
- Relevance
- Date
- Popularity
- Closing Rule #4: Always Be Checking
- When it comes to closing, timing is everything. And that leads us to: Rule #4. Always Be Checking. The best way to know when it's time to close, according to closing guru Linda Richardson, is to return the old ABC adage from "Always Be Closing" to...
- Blog posts 2007-10-12
Additional Resources
- The 4 Inviolable Rules of Solution Selling
- To increase sales, talk to customers about solving problems and achieving goals rather than just features and functions. Here are four mental "tricks" to keep you focused on selling solutions rather than just selling products: RULE #1. Think about what you sell as...
- Blog posts 2009-05-19
- Avanex Receives Nasdaq Deficiency Notice Related to Minimum Bid Price Rule
- FREMONT, Calif. -- Avanex Corporation (NASDAQ:AVNX), a leader in telecommunication modules and sub-systems that enable next-generation optical networks, today announced that on March 5, 2008, it received a letter from the Listing Qualifications Department of The Nasdaq Stock Market LLC confirming that for the previous thirty consecutive trading days, the...
- Research articles 2008-03-08
- More Really Useful Marketing Rules
- Marketing needs our help! So in the interests of corporate teamwork, here are some more Really Useful Rules for Marketing to Follow! As before, I'll present a brief case study and then provide the generic rule. You'll want to send this link to your pals in marketing, so...
- Blog posts 2007-06-15
- 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
- Adoption of Amended Rule 206(4)-2 Under the Investment Advisers Act
- The Securities and Exchange Commission (the "SEC") has adopted amendments to rule 206(4)-2 (as amended, the "Rule") under the Investment Advisers Act of 1940 (the "Advisers Act") thereby updating the rule to reflect modern custodial practices and to require custodians of client funds or securities to maintain such assets with...
- White papers 2003-10-29
- 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
- Adoption of Amended Rule 206(4)-2 Under the Investment Advisers Act
- The Securities and Exchange Commission (the "SEC") has adopted amendments to rule 206(4)-2 under the Investment Advisers Act of 1940. Thereby updating the rule to reflect modern custodial practices and to require custodians of client funds or securities to maintain such assets with broker-dealers, banks, or other qualified custodians. The...
- White papers 2003-10-15
- Final administrative detention rule issued.
- The final rule establishing procedures for administrative detention of food under the authority of the Bioterrorism Act has been issued by FDA and will appear in the June 4 Federal Register. FDA plans to issue the fourth final rule on record-keeping The final rule establishing...
- Research articles 2004-05-31
- New OSHA IAQ rule gets tough on building owners, employers. (US Occupational Health and Safety Administration, indoor air quality)
- A proposed indoor air quality rule by the Occupational Safety and Health Administration OSHA could effect 4.5 million non-industrial works sites and about 20 million workers. OSHA proposed the new rule on Mar 25, 1994, and will accept written comments fA proposed indoor air quality rule by the Occupational Safety...
- Research articles 1994-04-04
- 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
- How To Flawlessly Demonstrate a Product
- Product demos are fraught with peril.  The demo may run into a technical glitch. You might end up demonstrating the wrong feature.  The customer may grow bored.  Not to worry. Here are the eight rules for giving a product demo that moves you closer to making the sale:...
- Blog posts 2009-06-16
- 8 Rules to Make a Great First Impression
- Want to be wildly successful in sales? Few sales skills are more important than the ability to make a powerful first impression. Everyone you meet, whether they're a prospect or not, is part of the network that you're building to make yourself successful. And if they ARE a prospect, a...
- Blog posts 2009-09-09
- 8 Rules for Asking Effective Questions
- Effective questioning means knowing what questions to ask the customer, and knowing how to ask them. If you don't know what questions to ask, your time with the customer is wasted. If you know the right question but ask in a way that's irritating or confusing, you won't get...
- Blog posts 2009-09-16
- Rethinking Trust
- Trust is essential for business and economic success. But recent financial scandals suggest that people aren't always very smart about whom they trust. Bernard Madoff took in some of the world's cleverest people. ...
- Articles 2009-09-07
- 7 Rules for Great Sales Questions
- All sales questions are not created equal. Good questions give you information to help you move the sale forward. Lousy questions simply annoy the prospect and worst case can kill the sale entirely. Here are the 7 rules for asking great sales questions, with some quick examples:...
- Blog posts 2009-07-20
- << Previous
- page 1 of 1
- Next >>
