“BestOfSales.com provides access to some of the best sales tips and techniques, sales oriented newsletters, books, and magazines, sources of leads, and products and services of value to sales people and sales managers.”

“With more than 25 years of training and performance management experience, The Brooks Group is one of the world’s premier resources for training and accountability systems. Known for its real-world advice, hard-hitting facts and great systems, the organization gives salespeople and sales managers the tools and vision they need to produce lasting and powerful results.”

“They say you can’t judge a book by its cover. But you sure can tell a great deal about prospective vendors by the quality of their PowerPoint presentations. Like it or not, everyone forms first impressions — it’s human nature. When you first meet prospective vendors, you quickly form opinions about them based on their professional appearance, demeanor, timeliness, interpersonal skills, and sincerity. Usually, within minutes of meeting, you’ll probably be watching the vendor’s PowerPoint presentation…”

“Adopt these 10 traits, and you’ll have people knocking down your door trying to do business with you.”

“Pictures and sounds are very important in creating emotions. If you help the prospect create pictures and sounds in their own minds, you help them to create their own unique meaning of the experience you give them… Only 7% of all communication comes through in the words we say.”

“How can you ensure that your clients aren’t going to drain your time and money? How can you tell early on that you’re dealing with a risky sales prospect?”

“Every year, Selling Power magazine’s research team ranks companies according to the number of salespeople they employ. The 500 top companies in America that employ the world’s largest sales forces command an army of 14.3 million salespeople. Our research confirms again that it is people — the sales force — that produce the dollars that drive our country’s economic engine.”

” When you talk about selling smarter, people always think (or wish) you’re going to explain how they can work less and get the same result. But that’s not what selling smarter means. It means getting from point A to point B without wasting your time — or your customers’ time. There are many ways entrepreneurs sabotage their own efficiency. Here are three of the biggest time-wasters to steer clear of…”

“Want to know what the person on the other side of the table thinks about your presentation? Try listening with your eyes. ‘Body language is powerful but often subconscious,’ says Colgate University psychologist Caroline Keating. ‘That’s precisely what makes it powerful.’”

“We’ve talked often enough about the five steps of the sales process; it’s a mandatory structural element in the persuasive architecture of your site. But at the same time you’re ’selling,’ an activity you largely control, your visitors are ‘buying,’ an activity they largely control.”

” In a perfect world, no one would ever make a mistake. Fortunately, though, most people are willing to forgive human error. I’ve certainly made my own share of them. I once wanted to send a gift to a customer at FedEx to thank him for his business. It was a nice gesture on my part-except I sent it to him by UPS. It was a careless error, but the client got a kick out of it, and sharing the joke actually strengthened our relationship.”

“The only thing that really matters is whether or not the people who run this business perceive that something needs to be changed. Businesses buy something when they recognize that a change needs to occur to fix or avoid a problem, or to realize a vision for the future.”

“In this stubborn b-to-b recession, lead generation has never been more critical — for both marketers and the media that carry their advertising. ‘There’s a greater emphasis on leads than I’ve seen in my career,’ said Tom Stein, president-CEO of New York-based ad agency Stein Rogan + Partners, a member of the Interpublic Group of Cos. Inc.”

“Ever screwed up the sale after your prospect said yes? You need these post-close closings to help you secure every sale.”

“Some entrepreneurs love to take matters into their own hands when it comes to selling face-to-face. Others choose to delegate selling authority — and in so doing, they cheat their businesses out of a great deal of selling impact. My question: What does the first group know about selling that the rest of us wish we knew?”