Use Section 179 to Close Deals

Section 179 can be extremely profitable to you, so it is to your benefit to learn as much as possible. To begin, you probably have a lot of questions regarding Section 179. Read full article..

Better Healthcare Data Means Better Patient Care

It should be intuitive, but a lot of doctors still dispute whether EMR can enable better decision-making and improve patient care. The attached article notes a number of clinics where EMR implementation has led to improved decision-making and the factors that made it happen. Read full article...

Prep for an Appointment With the Ben Franklin Close

Ever hear of the Ben Franklin close? The one where you get the prospect to list out why they should go with you and why they shouldn't, to get them off the fence? I don't know that I'd use it to close a prospect, but Jeffrey Gitomer has a new way to use it...to prep yourself for an appointment. Read full article...

Don't Go Naked - What to Bring on a Sales Appointment

Jeffrey Gitomer's weekly e-zine talks about what to bring for a sales appointment so you can be completely prepared and professional. Read full article...

How Sales Professionals Screw Up Sales Meetings

Can you relate to this? You're looking across your desk into the face of a customer who would be perfect for you. You know what you can provide is perfect for them and you're 99 percent sure they will accept your proposal. Then something goes wrong. They walk, and you don't know why. Sound familiar? Read full article...

Overcome Cold Calling Reluctance - Permanently

When part of a larger lead generation strategy, cold calling is still very effective. Yet many salespeople are still uncomfortable with it. The typical managerial reaction is more training or a different presentation, yet the anxiety still remains. What are the root causes of this anxiety and how can they be overcome? Read full article...

How Does Sales Benchmarking Accelerate Individual Sales Reps Efforts?

An excellent article from Miller-Heiman on how to calculate the amount of activity needed for a salesperson to make quota. Even more interesting is how small changes to the formula (# of calls, deal size, and close rate) make the quota much more achievable.