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- Turning Road Warriors Into Tele Warriors
- Using the telephone to prospect, make appointments, do online presentations, and even closing sales is a cost effective use of your selling time. With rising costs of transportation, more and more sales professionals are turning to technology to fill their pipelines and advance their business opportunities. Maybe it's time to...
- White papers 2006-08-21
- Ten Sales Lessons From The Cat
- In selling, checking it out thoroughly means that doing your homework before diving into a new selling opportunity. From one perspective, look to see if this prospect is worth the time and effort required to develop a relationship. If the potential is a single sale or project, will the return...
- White papers 2005-10-28
- Ten Sales Lessons From The Backyard
- Selling has its cycles, sometimes just as predictable as those of nature. When we prepare for and appreciate the cycles for what they afford, our results reflect it. How do you make the most of the cyclical nature of your sales? You help a new account blossom properly by understanding...
- White papers 2005-10-28
- Ten Sales Lessons From Hockey
- Keeping your stick on the ice in selling is putting yourself in position for the sale, the advance, the great referral and repeat business. By doing so, you are expecting that it's coming your way. That keeps you in the game. Just as a great hockey player is always looking...
- White papers 2005-10-28
- Ten Sales Lessons From The Internet
- Are you feeling threatened by the explosive growth of the Internet? Traditional selling and marketing methods are facing new challenges daily relative to the benefits of electronic commerce. Considering the impact this medium is having on the marketplace, there must be some very enticing things about how business is done...
- White papers 2005-10-28
- Sales Lessons From The Big Top
- Perfecting your timing in selling means knowing when to move to the next step in the sales process. If you move too soon into asking for the buying decision without regard for your prospect's position in the sales process, you will likely drop him or her into the net of...
- White papers 2005-11-22
- Sales Lessons From Edgar
- Believe in what you sell. The more you believe in your product or service, the more of it you're likely to sell. Know your product. Knowing your product thoroughly allows you to express it in terms of why it's valuable to your prospect or customer rather than rattling off a...
- White papers 2009-01-01
- Ten Sales Lessons From The Campground
- Planning your trip in selling means that you have an idea of your ideal outcome for the overall sales process as well as the next contact with your prospect, client or customer. Packing properly for selling requires checking a conscious and deliberate checking of your materials and anything you need...
- White papers 2005-10-28
- 10 Sales Lessons From Colonial Williamsburg
- In sales, paying the admission means making it a point to get the information beforehand on your prospect. There's absolutely no excuse these days for seeing a new prospect without having at least a clue or two as what the individual or organization does. With so many organizations using the...
- White papers 2005-10-28
- Seven Keys To Closing More Sales
- It's not too early to start planning for the sales results you want at the end of the year. Here are seven things you can do to make sure you're in the Winner's Circle at your Next National Sales Meeting. Develop a system for everything. There's a fundamental reason why...
- White papers 2006-08-13
- Complaints Often Key To Improving Sales, Retention And Loyalty
- In customer service a complainer is doing you a favor. They are the extension of your research, testing and quality assurance departments. Although essentially unpaid, they're providing you with invaluable, often real-time feedback on what isn't working in your business or your relationship with them. Try to put a price...
- White papers 2006-09-21
- 3 Invaluable Sales Lessons From An Unlikely Source
- Asking questions is the key to establishing good relationships with prospective customers and dates. You can listen better when you prepare your questions ahead of time. When you're not self-conscious about what you'll say, you can really focus on the other person. Hopefully sharing them with you will contribute to...
- White papers 2006-09-22
- Basic Sales Premises For Success
- This paper provides 25 fundamental sales premises that when understood, applied and mastered will guarantee your continued sales success. Your attitudes are the significant contributors to your sales success. Make a sale, you will make a living. Sell a relationship and you can make a fortune. People buy when they...
- White papers 2006-12-01
- 7 Tips For Selling With Less Effort
- A lot of people think selling requires a lot of effort. The reality is that it is easy to waste time when selling and it is easy to make it a lot harder than it needs to be. There are, in fact, simple tips you can apply which will not...
- White papers 2007-12-18
- 8 Powerful B2b Sales Lead Generation Techniques To Help You Reach Your Sales Prospects
- Most of the fastest growing B2B companies do not rely solely on just one sales lead generation method. They have a complete arsenal of sales lead generation tools at their fingertips, that they can use at any given time. By using these eight proven B2B sales leads generation methods explained...
- White papers 2008-01-21
- A Blast From The Past - Sage Advice From The World's Greatest Salesman
- Selling is the key to commerce. Every transaction in every profession depends upon selling, whether it is selling words, products, good health, ideas or comfort. Sales are not very often made in silence. It is the seller's job to present the subject of his sale in an intelligent and convincing...
- White papers 2008-01-22
- How To Overcome Fear, Beat Your Competition And Achieve Higher Sales
- Even great sales professionals with tremendous track records have fear. The difference is that the best are fearful of not being the best, or not winning. They use fear to make them more competitive. The best sales people don't let fear rule them. Struggling salespeople are fearful of losing. They...
- White papers 2009-01-01
- Sales Lessons From The Links
- In selling, warming up before you begin can take many forms. It can mean rising from sleep early enough in the morning that you shake off the sleepiness and get your head fresh and clear for the opportunities of the day. It can also involve doing your homework on a...
- White papers 2005-10-28
- Selling Ideas How Ideas Can Transform Non-Buyers Into Customers
- Research customers prior to any contact. Be sure to let them know the homework you did. Prospective buyers can't resist ideas. They have to learn more. To make yourself irresistible and invaluable to customers, become an idea generator. Offer your knowledge and expertise freely. Invest time on a project before...
- White papers 2005-06-15
- Getting Past Gatekeepers - Don't Get Left At The Gate When Calling On Decision Makers
- Gather information with every call you make. Ask appropriate questions and gather information about the decision maker, his or her schedule, what else is happening in the company at the time. Be attuned to insights into the psychological make-up of the person you are calling for. When leaving repeated voice...
- White papers 2006-08-10
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