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Articles on selling, marketing and branding, success, motivation, sales management, communication, prospecting, relationship building, and more.
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Archived sales training articles
Welcome to the archives of our E-newsletter, Impact! You'll find information on a myriad of sales, sales management, and business-ownership topics. Remember, the information will only help you when you implement it. So have fun reading and learning, then go do it!
FREE RESOURCES: ARCHIVED ARTICLES
Attitude, Motivation & Other Success Drivers | Productivity & Performance
Prospecting & Making Connections | Communication, Presentations & Proposals
Marketing & Branding | Relationship Building | Sales Management | Miscellaneous
Attitude, Motivation & Other Success Trainers
- Do You Have Stick-To-Itiveness?
- Are You Confident Or Cocky?
- Take The Affirmation Challenge And See Changes In 30 Days
- Are You Sabotaging Yourself?
- Are You Doing Anything With Your Dreams?
- What’s Your Purpose?
- There Is No “Try”
- Three Momentum Drivers For Success
- Excuses, Excuses (Do You Have An Excuse Jar?)
- Seven Signs That It’s Time For Change
- Learn From The Sales Masters
- There Are No Magic Pills
- Survival Of The Fittest
- Harnessing The Power Of Your Subconscious
- Worth Repeating . . .
- You Can Achieve. . .
- Finding Your Passion: Figuring What You Want To Be When You Grow Up
- How To Get Your Dream Job
- What Kind Of Salesperson Are You?
- Eradicate Bad Habits One At A Time
- Let the Games Begin
- What Are You Waiting For?
- A Lesson From Athens
- Is This Your Life?
- Superman Is Dead
- Why Your “But” Stinks
- An Octopus On Roller Skates
- The Magnetic Mindset
- What Really Motivates You?
- Obstacles, Egos & Motivation: Lessons From The Italian Alps
- Lessons From A Serial Entrepreneur
- Sales Is Not A Game
- Yoda Rocks
- Searching For The Perfect Wave
- Do You Need To Be Repotted?
- Think Like A Tiger
- Dig Deep: Lessons From Intensive Care
- What’s Your Voice?
- Marathon Delirium
- The Single Most Important Ingredient For Your Success This Year!
- Do You Have Fleas?
- Sticks And Stones…
- Power Washing For The Soul
- A Dream… A Vision… A Life
- A Lesson From My Dog
- Is It Kismet?
- Be A Quitter
- The Five Minute Miracle
- What If You Could?
- The Genius At Work
- Is The Economy Good Or Bad?
- Does Passion Have A Price?
- The Three Second Miracle
- What Tune Do You March To?
- Driving lessons
- What Is Under Your Covers?
- How Much Is Your Career Worth?
- Why Bad News Sells
- I’d Like To But…
- Is It Okay To Aim Low?
- What I Bought WIth $81,000,000
- You Don’t Always Have To Jump
- Watching Valentina
- What Can I Do?
- 15 Beads For Happiness
- Keeping Your New Year’s Resolutions
- How To Go From Down To Up, Fast
Productivity & Performance
- Will Your Sales Surge With The Economy?
- Enough Talk
- It’s That Time Of Year Again
- Huge Odds Are Against Business Owners
- Why Most Salespeople Aren’t Professionals
- Four Simple Steps To Higher Productivity
- Use These Effective Planning Techniques And Reap The Rewards
- Seven Simple Ways To Prioritize
- Do You Have The IKTA Virus?
- Still Waiting For The Economy To Turn Around?
- One Down, Three To Go. . .
- Cardinal Rules For Meetings
- Do You Suffer From Paper-Itis?
- End Your Year With A Bang!
- Forget The Get Rich Quick Schemes
- Paris Hilton, A Nun?
- Get Double Digit Growth In A Single Digit Growth Economy
- Maximize Your Windshield Time
- Stop Procrastinating
- Cash In On Your Expertise
- Time Starved And Minute Foolish
- Now’s the Time to Avoid the End-of-Year Blues
- New Year’s Resolutions To Create A Better You
- Fix’n To Get Ready
- Stop Wrestling Alligators
- Fix’n To Get Ready
- The Three Most Important Things
- Create A Sense Of Urgency
- Summer’s Here…Is It Time To Pump Up Your Sales?
- Thirty-Seven And Counting
- Hard Realities And Bogus Rationalizations
- Have You Blocked Your Time Today?
- Elephant Sized Changes at Dancing Elephants!
- Urgency Is Currency!
- Four Words Can Make You a Millionaire
- Time For A Negative Split?
- Don’t Become Another Small Business Death Statistic
- Get The Best Out Of Your Business
- Are You Ready For Your Future?
- A Little Mistake That Could Cost You A Fortune
- Two New Signs In My Office
- The Art Of Change
- Let The Trapeze Go
- The Three Second Miracle
- How Travel Helps Your Sales
- The Five Why’s
- The Orange Index Card Trick
- Where Is Your Attention?
- Are You Folding Your Client’s Underwear?
- What Do You Do At 3:15am?
- Three Lessons
- Why Johnny Can’t Focus
- A Fast And Easy Way To More Abundance
- Are You Limiting Your Income In 2010?
- Should You Spend Time Planning This Year?
- Power Block Your Way To Focus
- Two More Hours In The Day
- How To Grow Your Business 80% a Year
- Light Bulbs or Laser Beams
Prospecting & Making Connections
- Tis the Season
- Overcoming the Fear of Cold Calling
- Three Ways to Warm Up Your Next Cold Call
- How To Beat The “I’m In A Room Full Of Strangers” Anxiety
- The Myth About Prospecting
- Six Steps To A Better Cold Call Script
- Shine At Your Next Networking Event
- Developing A Prospecting System That Works
- Getting More Referrals Can Be Easy
- Going Beyonds Needs Discovery
- Three Phrases That Make Or Break Your Sales
- Stay Out Of Vendorville
- Just Five Minutes . . . A Bunch of Hooey
- So, What Do You Do?
- Put Yourself In Your Prospect’s Shoes
- How Much Wood Should A Woodchuck Chuck?
- Score Big At Your Next Tradeshow
- Stop Reaching For The Low-Hanging Fruit
- Give Me A Hand
- The Biggest Sales Lie
- Following Up With Impact
- Are You Wasting Sales Leads?
- Lessons From A Shameless Networker
- E-mail Do’s And Don’ts
- New Year’s Resolutions To Create A Better You
- Why Referral Sources Go Sour
- Trade Show Follow-up That Gets Results
- Blogging For Info
- Follow-Up E-mails Can Kill A Sale
- How To Make Networking Pay Off
- Are You Kidding?
- How To Make A Fortune With A Love Story
- Summer Is For… Prospecting?
- Stop Networking!
- I Can See Inside Your Head
- Who Is Your Proud Family?
- Starting At Step 4
- Why I Hate Asking For Referrals
- The End of Buyer’s Remorse
- How Much Is Your Sanity Worth?
- How Openness Yields Results
- Are Your Arms Wide Open?
- Want More Client Referrals?
Communication, Presentations & Proposals
- E-mail Do’s And Don’ts
- Put Away The Powerpoint
- Do You Use Bad Marketing Language?
- Six Rules For Doing Proposals
- Stupid Things Salespeople Say - Part 1
- Why “Closing The Sale” Isn’t In Your Best Interest
- IiiiiiiiicccccckkkkK!
- Handling “I’m Not Interested”
- Stop Telling
- Do You Hear Me?
- Ask Good Questions For Great Results
- Being Interesting Is Over-Rated
- Do You Have A Voice That Sells?
- Intent Versus Content
- Creating Reference Stories For Your Prospects
- Three Minutes Can Make Or Break The Sale
- Shut Up And Sell More!
- Information Versus Ammunition - Are You Asking The Right Questions?
- Does The Opposite Sex Drive You Crazy?
- How To Close 80% Of Your Prospects
- Don’t Fake An Orgasm
- If I Could . . . Would You?
- The Truth Will Set You Free
- Closing Techniques Are Bogus
- No More B.S.
- More Powerful Presentations
- There’s a Hole in the Bucket…
- Is Your Prospect Lying?
- 10 Key Points: Writing E-mails That Sell
- Throw Out The Sales Pitch
- What Are You Asking For?
- How To Eliminate The Price Objection Forever
- Is Your Mouth Costing You Money?
- If My Dog Could Talk
Relationship Building
- The Truth Will Set You Free
- 27 Relationship Builders
- Are You Getting Enough Referrals From Your Clients?
- Schedule A Relationship-Building Lunch Today
- Fire A Client Today
- Stronger and Deeper
- Pay Attention To Your Top Ten
- Three Steps To Customer Loyalty
- Ordinary To Extraordinary Is Easier Than You Think
- Replace Your Thank You Cards
- Asking For Referrals May Backfire
- What’s Your VOID-Factor?
- It Turned Horribly Wrong
- Are You A Collabortunist?
- Reach Out And Touch Someone
- It Costs Nothing To Be Loyal, Honest And True
- Who’s Spreading The Gospel For You?
- The Salesperson’s Guide to Gift-Giving
- What Would Momma Think?
- Stomach Pits
- An Open Hand
- The Gift Of Receiving
- Competence Is In The Eye Of The Beholder
- 24 Words That Will Change Your Business
- Grandma’s Lesson
- The Spirit Of Giving
Marketing & Branding
- The Biggest Marketing Mistake And How You Can Avoid It
- Determining Your Target Market
- Leave Your Marketing Materials At Home
- Do You Have A Commodity Mindset?
- Be An Expert
- Take The We-We Challenge
- Look Better . . .
- The Paradox Of Value
- What’s Your Bull’s Eye Market?
- Is Your Job Title Holding You Back?
- 3 Easy Ways: Drive More Traffic To Your Site
- Can YouTube Make You More Successful?
- How Buyers Make Decisions (Part 1)
- How Buyers Make Decisions (Part 2)
- How Buyers Make Decisions (Part 3)
- How Buyers Make Decisions (Part 5)
- How Buyers Make Decisions (Part 5)
- How Much Does The Customer Experience Matter?
- Why Tom Is Going Out Of Business
- The Zulu Salesman
- What Is Your Word?
- Who Are You Talking To?
Sales Management
- Five Tips For Hiring The Right Salesperson
- What’s Your Loyalty Quotient?
- Seven Steps To Effective Delegation
- Are You A Boss Or A Coach?
- Would Your Staff Fire You?
- Embracing Change: Lessons for Organizations and Leaders
- Success Tips
- Five Feedback Rules for Great Coaching
- It’s Not Just About The Money
- Sales Is Not A Numbers Game
- The Three Deadliest Mistakes Sales Managers Make
- Overenthused And Undercapitalized
- Make Training Stick
- Seven Steps to Hiring the Right Salesperson
- What’s Your Sales Process?
- Where Are All The Good Salespeople?
- Does Your Company Need Sales Training?
- Why CRM?
- Why CRM? Part II