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- How to Sell Like IBM
- Downturn? What downturn? Learn the sales techniques Big Blue uses to maintain momentum in a tough economic climate.Closing a sale is never easy, but when the economy goes into a ditch, it gets tougher still. Yet despite the 2009 downturn, IBM has been able to maintain momentum by expanding its...
- Articles 2009-06-22
Additional Resources
- Brush Up Your Sales Technique | BTalk Australia
- (14min 21) Has your sales technique moved with the times? Today on BTalk Australia Phil Dobbie talks to sales coach David Penglase, who has some useful tips to improve your skills. And we find out if anyone can make it as a salesperson. Have you got some...
- Blog posts 2008-10-09
- Sales: Eternal Art or Evolving Science?
- Some people believe that selling is the same today as it was a hundred years ago -- an eternal art. Others believe that selling is constantly adapting to new market conditions -- an evolving science. What do you believe? A reader recently wrote...
- Blog posts 2009-02-25
- Sales Strategy Techniques
- This article explains two types of sales strategies, which includes Direct Sales Strategy and Indirect Sales Strategy. A direct sales strategy is the sales technique used most of the time. A direct sales strategy is a hard way to sell. An indirect sales strategy is a less used, but more...
- White papers 2003-01-01
- Sales Secrets of a $$$$ Call Girl
- A while back, I was flying the New York to Boston shuttle, and ended up sitting next to a woman who introduced herself as the CEO of a specialty clothing firm. Late thirties, attractive, and clearly competent. Anyway, we start talking sales technique and she tells me, just as we're...
- Blog posts 2009-02-18
- Best and Worst Sales Gurus!
- Best and Worst Sales Gurus!RE: Best and Worst Sales Gurus!Matt Foley is a god! He's been down in the basement for about four hours drinking coffee. He knows what he's talking about.RE: Best and Worst Sales Gurus!For my money the best book written on the subject is The Accidental Salesperson...
- Discussion threads 2008-01-15
- World's Funniest Sales Training Videos!
- It's Friday afternoon, so it's time for happy hour and of course the Sales Machine weekly dose of video humor. This series of videos, entitled "Mainframe: The Art of the Sale" is simply the funniest thing I've ever seen when it comes to capturing the harsh reality...
- Blog posts 2009-05-15
- Sales Negotiations: How to Get the Most From Them
- How many sales training courses are London, Birmingham, Manchester available today? On one end people have sales training and methodologies focused on certain industries and certain levels of complexity involved in the type of sale. At the other end, they have generic sales technique courses focused purely on the interaction...
- White papers
- Sales Techniques - Ask Your Prospect Questions And Boost Your Sales
- Why is asking questions considered a sales technique? Because, too few sales people actually ask questions. Most salespeople just start their sales talk without any regard for what their prospects needs and wants are. How can you possible know what your prospect or client needs if you do all the...
- White papers 2009-01-01
- Essential Sales Technique: The Pre-Close
- Most sales pros think that the "close" is the most important part of the sales process. In fact, the most successful sales pros treat the close simply as a natural part of the conversation. That's because, in most cases, they're already sure the customer is going to buy!...
- Blog posts 2008-11-05
- Never Cold Call: Alternative Sales Tool To Cold Calling
- Cold calling used to be a very effective tool in sales. However, the effectiveness of this sales technique is waning. Many people are not too keen in entertaining unexpected calls and visits anymore because of the sheer number of cold calls they receive everyday. It is very likely for a...
- White papers 2009-01-01
- Impact Of The Echannel On Sales Job Design, Metrics And Compensation
- The advent of technology has made business processes less tedious than they were earlier. In the contemporary era, more and more companies are relying on a modern sales technique viz. eChannel. The channel will help in reaching out to whole segments of customers without contacting them directly. The process will...
- White papers 2003-01-01
- Quiz: Which Closing Technique Is Best?
- Scenario: It's late in the day and you haven't made your personal quota. You're speaking with a prospect about a medium-sized deal but you can tell that the prospect would like to leave for the day. However, you really could use a sale right now and you're pretty sure that...
- Blog posts 2009-09-23
- How Will Confusing a Consumer Improve Sales?
- It seems far from logical -- first you confuse the consumer by explaining the value of product in highly technical terms; then you go in for the kill and "reframe" the original statement with an explanation. How well does it work? In one study, it doubled the sales rate...
- Blog posts 2007-09-25
- Top 5 Funny Cartoons about Selling
- While sales pros sometimes crop up in cartoons, they generally play a bit part. Here are five short videos -- mostly by amateur studios -- that feature sales pros in a leading role. Each video is humorous in a different way, so I've included polls so that you can vote...
- Blog posts 2009-09-11
- Ten Seconds to Better Rapport
- Here's a ten-second method to build better rapport with a customer. I can testify that it works, as I've used it literally hundreds of times. It's a close to a "Jedi Mind Trick" sales technique as I think you're ever going to find. ...
- Blog posts 2008-08-07
- The ABCs of Closing
- The motto for this blog is the old “ABC” adage: “Always Be Closing.” That’s great advice, but only if you understand that closing isn’t a technique to trick a customer into buying but the point in the conversation when you ask for a decision. If you take “ABC”...
- Blog posts 2007-02-26
- How to Ask Effective Sales Questions
- The key to B2B selling is asking customers effective questions that uncover needs your offering addresses. The most popular methodology for this is Neil Rackham's rightly famous SPIN (Situation, Problem, Implication, Needs Payoff) concept. The following video (from Ian Gilbert of the sales training firm ThirdCore) briefly explains SPIN, but then...
- Blog posts 2009-04-03
- How To Make Your Sales Forecasting More Predictable
- Sales forecasting methods range from simple to sophisticated. Among the simple ones are trend analysis, market share analysis, jury or executive or expert opinion, sales force surveys and consumer surveys. Among the more complex ones are the chain ratio technique, market buildup method, and statistical analyses. By combining two or...
- White papers 2008-10-25
- Video: How To Close a Cold Call
- Over the past few weeks, we've been discussing cold calling. In "TEN Steps to a Perfect Cold Call" we looked at the psychology of effective cold calling. In "5 Avoidable Cold Call Mistakes" and "5 More Avoidable Cold Call Mistakes" we heard painful examples of cold-calls gone wrong. It's now...
- Blog posts 2009-03-05
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