Sales and marketing -- Information

In this section of the site, we’ll regularly post articles on a variety of sales-related topics from leading experts. We’ll update the list regularly, so visit the site often.

Selling skills

Articles by John Boe
Adversity gives you strength
Six powerful prospecting tips to build your business

Articles by Dirk Beveridge
A well-screened playlist is music to salesperson's ears.

Articles by Donna L. Cohen
Plan your way to success and increase sales

Articles by Brent Grover
What sellers should expect, Part 1
What sellers should expect, Part 2

Articles by Jeff Grover
How to avoid boring monotony
So what exactly is it you do? (In 10 seconds or less.)
Ten reasons not to read this article on sales performance

Articles by Dave Kahle
Communicating price increases to your customers
Salespeople: Position yourself with power
The three most common mistakes sales managers make

Articles by Tom Reilly
Coaching for sales success
Price objections: The bane of salespeople
Price precepts
Off to a great start in 2006!
Selling in tough times
So you want to have a value-added sales force
Tear down those silos
Turning service into sales

Articles by Abe WalkingBear Sanchez
Customers are built and erode one customer at a time

Articles by Lawrence L. Steinmetz
How to handle price buyers

Articles from John Graham
Six ways to get more prospects to buy from you

Sales management

Articles by William Blades
Ten crucial steps for sales management success

Articles by Rick Johnson
Front and center

Articles by J. Michael Marks
Sales management in the new century

Articles by D. Bruce Merrifield Jr.
Transform big losing accounts to winners

Articles by Robert Nadeau and the Industrial Performance Group
The 10 most common mistakes manufacturers make when dealing with distributors and how to avoide them
The five common barriers to peak sales performance and what you can do to overcome them
Avoiding the common distributor advisory council problems
Report Card Update: The Findings of a National Study of Manufacturer-Distributor Working Relationships

Articles by Larry White
How to prospect using industry classification lists

Marketing

Articles by Niel Gillespie
Increase your marketing activities without increasing your marketing budget

Articles by Dave Gordon
Leading distributors attract leading manufacturers
Market makers

Articles by Gary Moore
Effective marketing for industrial distributors

Articles by Reed Stith
Road map marketing

Articles by Rosemary Walter
Marketing is going to the dogs