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Sales Articles
Current Authors and their most notable or recent book:
Andrew Sobel Making Rain: The Secrets of Building Lifelong Client Loyalty
Brian J. Carroll Lead Generation for the Complex Sale
Brian Jeffrey Sales Wizards Secrets of Sales Management
Catherine Kaputa U R a Brand
Charles H Green Trust Based Selling
Dave Anderson Selling Above the Crowd
Dave Kahle 10 Secrets of Time Management for Salespeople
Debbie Allen Confessions of Shameless Self-Promoters
Dr. Joe Vitale There’s a Customer Born Every Minute
Frank Rumbauskas Never Cold Call Again: Achieve Sales Greatness Without Cold Calling
Kelley Robertson The Secrets of Power Selling: 101 Tips to Help You Improve Your Sales Results
Paul McCord Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals
Peter Montoya The Brand Called You
Randy Pennington How to Deal with Difficult Customers
Roger Dawson Secrets of Power Negotiating for Salespeople
Shel Horowitz Grassroots Marketing: Getting Noticed in a Noisy World
Sharon Drew Morgan Selling With Intergrity
Tom Hopkins How to Master the Art of Selling
Tom Reilly Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally
Wendy Weiss Cold Calling for Women
Sales Success
Why Salespeople Fail, Paul McCord
How to Handle Abusive Clients by Dave Anderson
Seeing the Big Picture: Building Enduring Client Relationships in the Age of the Mouse-Click, by
Andrew Sobel
Become Brilliant in the Basics, by Dave Anderson
The Impact of Follow UP, by Kelley Robertson
The Soul of the Great Professional, by Andrew Sobel
The Power of One, by Kelley Robertson
Dealing with Difficult Customers, by Dave Kahle
Taking Your Sales Performance Up-a-Notch, by Dave Kahle
Thriving in the New Economy: Forget Conventional Wisdom, by Andrew Sobel
The Power is in the Process, by Dave Kahle
Setting Price Expectation, by Brian Jeffrey
Seven Principals for Keeping Your Clients in Uncertain Times, by Andrew Sobel
Developing Clients for Life, by Andrew Sobel
Client Relationships are Dead; Long Live Relationships, by Andrew Sobel
Client Communication, by Paul McCord
Stop Selling by the Month, by Frank Rumbauskas
Putting the Honor Principal to Work to Build Customer Loyalty, by Randy Pennington
Results and Relationships, by Randy Pennington
Partnership Principals that Lead to Sales Success, by Randy Pennington
Seven Deadly Beliefs: Shaping Your Paradigm for the Future, by Randy Pennington
When You Can’t Compete on Price, by Tom Reilly
How to Tell If Your Client is Lying, by Tom Reilly
How to Handle an Angry Client, by Tom Hopkins
Is Your Vocabulary Costing You Business?, by Tom Hopkins
Winning in Sales, by Tom Hopkins
Hypnotic Selling--or, Where’s the Magic?, by Dr. Joe Vitale
Levels: The Unspoken Secret of Achieving Big Goals, by Dr. Joe Vitale
What’s Beyond Your USP?, by Dr. Joe Vitale
How to Control the ‘Command Center’ in Your Prospect’s Mind, by Dr. Joe Vitale
The Tidal Wave Sale, by Kelley Robertson
The Top 7 Sales Blunders, by Kelley Robertson
Selling Professional Services, by Charles H. Green
Clients, Values and Guiding Principles, by Charles H Green
Conducting the Sales Conversation: Avoiding the Potholes, by Charles H Green
Leadership, Trust and Intangible Services, by Charles H Green
What Buyers Really Want, by Charles H Green
The Science of Shameless Self-Promotion, by Debbie Allen
Are You Making Excuses or Are You Making Sales?, by Debbie Allen
The New Value Proposition--How a Collaborative Sales Model Changes the Seller’s Values, by Sharon Drew Morgan
Meeting Your Client’s Expectations Isn’t Enough, by Paul McCord
Personal Branding
Its all about exposure, by Peter Montoya
The Personal Brand Connection, by Peter Montoya
The Tools of the Trade, by Peter Montoya
Visibility Builds Credibility, by Peter Montoya
Salespeople, Position Yourselves with Power, by Dave Kahle
The Power of Selfbrand, by Catherine Kaputa
The Self Brand Mindset, by Catherine Kaputa
Why You Need to Brand Yourself in the New World of Work, by Catherine Kaputa
Differentiation Through Selling, not Branding, by Charles H Green
Building a Unique Brand, by Debbie Allen
Speak Your Way to Success, by Paul McCord
Prospecting
Systematically Identifying New Prospects, by Dave Kahle
The Telephone--Sales Tool or Club?, by Brian Jeffrey
Getting the Prospect to Return Your Call, by Brian Jeffrey
Get the Crud out of Your Sales Funnel, by Brian Jeffrey
Stop ‘Prospecting’ Forever, by Paul McCord
Cold Calling--Top 5 Reasons to Avoid It, by Frank Rumbauskas
How to Stop Chasing Prospects Forever, by Frank Rumbauskas
Sales Prospecting for the Complex Sale, by Frank Rumbauskas
Lead Nurturing: Ripening the Right Bananas, by Brian J. Carroll
Combine Your Cold Calling Efforts with Email Marketing, by Brian J. Carroll
Third Party Testimonials are Powerful, by Debbie Allen
Dallas Morning News Interview of Paul McCord, Sunday, September 17
Top Ten Tips for Terminating Telephone Terror, by Wendy Weiss
A “Warm Calling” vs.”Cold Calling” Rant, by Wendy Weiss
What is Selling?, by Wendy Weiss
Voice Mail, Gatekeepers, and Other Obstructions to Sales Success, by Sharon Drew Morgan
Why Clients Resist Giving Quality Referrals, by Paul McCord
Referral Selling Isn’t About You, by Paul McCord
Three “Secrets” to a Success Networking Event, by Paul McCord
Secrets to a Successful Marketing Partnership, by Paul Mccord
Motivation
The Three Common Traits of Winners, by Dave Anderson
Why ‘I Can’ Beats ‘I.Q.’ Every Time, by Dave Anderson
Handling Rejection, by Paul McCord
Successful Salespeople Expect to Succeed, by Debbie Allen
Developing a Referral Based Mindset, by Paul McCord
Closing
How to Close the Sale--You’ve Got to “Open” Before You Can Close, by Dave Kahle
Conquering the Fear of Closing, by Brian Jeffrey
Overcoming Objections
The Myth of Price, by Kelley Robertson
The Secret to Handling Objections, by Brian Jeffrey
Best Price or Biggest Margin?, by Frank Rumbauskas
Price Objections: The Bane of Salespeople, by Tom Reilly
The Realities of Price Objections, by Tom Reilly
When Clients Demand Price Cuts, by Charles H Green
Negotiating
Bite Your Tongue, by Kelley Robertson
How to Negotiate Higher Prices, by Tom Reilly
Basic Principles Make You a Smarter Negotiator, by Roger Dawson
How to Stop People from Grinding on You in Negotiations, by Roger Dawson
Why It’s a Mistake to Offer to Split the Difference, by Roger Dawson
Setting the Climate for a Non-Confrontational Negotiation, by Roger Dawson
Niche Marketing
Finding Your Niche, by Paul McCord
Marketing
Get Free Media Exposure with Press Releases, by Shel Horowitz
How to E-mail the Media, by Shel Horowitz
Don’t Squander Your Message, by Shel Horowitz
The Underrated Power of the Press Release, by Paul McCord
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