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How to Work Less and Get More Done
In the days before email, the most pervasive interruption for the average manager was a ringing phone. Now that email is everywhere, including our PDAs, managers receive literally dozens if not hundreds of messages/interruptions/distractions every day. The problem gets worse as employees who are sending email messages within a company can easily send copies, no matter how trivial, to everyone else - including to other managers. The end result is that with the advent of email it's easy for a manager to spend an entire day reacting to other people's priorities. That's why I when it comes to a manager's productivity, email is the silent killer. The good news is some managers have learned to get past the clutter... - Read the article.


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Sales Authors

   Platinum Authors

GORDON VENIARD thanks you for your interest in these articles He has been delivering training events - and creating and providing valuable development materials - for more than 20 years Gordon covers a wide range of business communication, promotion, sales, negotiation, customer service, leadership and management subjects. He has worked with major companies and organisations; spoken at many conferences and seminars - always adding good humor to valuable advice To find out more, Gordon would be pleased if you would take a moment to visit his new website: www.thevenwor ks.com. You can register for his free business tips newsletter; and download some valuable freebies (including a copyable, free-to-use "to-do" list) If you have any queries or questions you would like Gordon to answer, please email: gordo n@thevenworks.com Thanks again - please enjoy - and feel free to share - any of these articles which are of use to you and your colleagues

As President of Dancing Elephants Achievement Group, Will feels he has the best job in the galaxy. He loves working with salespeople and entrepreneurs to "unblock" themselves and "unlock" their potential. Will is the first to admit that he was a reluctant salesperson for many years. He thought most salespeople had to be pushy, and he just wasn't comfortable in that role. He later discovered that you don't have to act like a typical salesperson to be a great salesperson so he created a company to teach others what he had learned. Will transitioned a twenty year career in sales and sales management into his current position as President of Dancing Elephants. In addition to facilitating and presenting, Will is the author of Impact!, the company's monthly e-newsletter on sales performance. He is also the co-creator of the Sales Magnetism program and the co-author of Six Secrets of Sales Magnets.

John Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at office.microsoft.com/e n-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses.

Use this link to sign-up for Jim's F-R-E-E "The Start Selling More" Newsletter and to get your copy of his Special Report titled, "The 12 Dumbest Things Salespeople Do." ww w.startsellingmore.com

VIRDEN J. THORNTON is the founder and President of The $elling Edge®, Inc. a 23 year old firm specializing in sales, customer relations, personal coaching and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success, Organizing For Sales Success, 101 Sales Management Myths, A Realtor's Success Formula, and two best sellers 101 Sales Myths and Building & Closing The Sale. He also has a video/audio tape training program entitled Close That Sale, published by Thompson Learning. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing and personal productivity training guides. To obtain a substantial discount on two of Virden's new manuals, 101 Sales Myths and Organizing For Sales Success, just go to www.TheSellingEdge.com/book1.htm Note: You can contact Virden at vi rden@TheSellingEdge.com. You can also see an expanded biography at: www.TheSellingEdge.com/bio.htm

Russ Lombardo, President & Founder of PEAK Sales Consulting, LLC, is a nationally recognized Sales and CRM consultant, speaker, trainer, author and radio show host. Russ works with business owners, sales executives and professionals who want to increase their sales results by acquiring new customers and retaining existing ones. He consults with large and small businesses in a broad range of industries. As a speaker, Russ presents sales training seminars and customer retention workshops as well as keynote and conference speeches to dozens of audiences every year. He is the author of CyberSelling, CRM For The Common Man and Smart Marketing. Russ’ goal is to help organizations increase revenue and success by developing world-class sales organizations and outrageously loyal customers. He can be reached at 702-655-5652 and russ@PeakSalesConsulting.com. Also visit his site at www.Pe akSalesConsulting.com

Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit www. UnlockTheGame.com.

Mark Tewart started in the automotive industry as a salesperson in the early 1980s. Mark has been a Salesperson, Leasing Manager, F&I Manager, General Sales Manager and General Manager for two of the largest automotive chains in the country. He rose through the ranks to become a General Manager at the age of 27. Mark founded Tewart Enterprises Inc. in 1993 and has been a featured article writer for Auto Success Magazine, Dealer Magazine, and Ward's Dealer Business Magazine. Mark has had popular programs on ASTN(Automotive Satellite Training Network) for several years and conducts seminars and gives keynote speeches for corporations and state dealer associations around the country. Mark has also founded sales, management and F&I Training Academies based in Kansas City that are endorsed by several state dealer associations. His client list for his in-house training programs include dealers from all over the country and several of the largest dealers in the country. Mark is also a partner and National Marketing Manager for AutoSalesPro, Inc., a computer company providing the most advanced software solutions in the Automotive Industry.

Wisnefski launched VendorSeek. com in 2002 out of Mt. Laurel, N.J. He spent years in the business industry before formulating plans for his unique business. After spending valuable time locating and evaluating vendors during a project, he became inspired to start a business that delivered qualified vendors to buyers and generated quality leads to vendors. Since its inception, VendorSeek has attracted continued business and success. Their business consists of over 7,000 pre-qualified vendors offering services for over 150 categories. VendorSeek prides itself in providing expert information on business topics. The site's Industry Experts section delivers resourceful intelligence from VendorSeek's knowledgeable staff and their contributing vendors.

Marcus Cauchi is London's first licensed Sandler sales trainer. 19 years in direct sales, he's sold physical products, services and intangibles with varied success. Over 16 years he left behind over £56 million in deals he could have won, but did because he didn't know any better. He thought you had to qualify for needs, present the benefits of your solution, trial close, follow up with a proposal or further information and the close. He learned the hard way that when you "pitch" a prospect lies to protect himself. When you present and answer his questions, he'll steal your ideas. When you close, he'll mislead you or defer to a higher authority (boss, wife, CFO) and then when he's got you to document in writing (proposals) and give away your confidential pricing, he'll shop that around your competitors to get the best deal. When you follow up for a decision, he'll give you unlimited access to his voicemail and hide. Marcus teaches counter intuitive selling. Average clients increase revenues by 100-1100% in a year. He's probably not for you though as it's difficult and expensive.

Harry Frisch is the author of the popular new sales training book, available at ww w.HowToSellClearAndSimple.com Mr. Frisch has won numerous awards, selling a remarkably wide range of products and services to all levels of business and industry, as well as retail to the public. (Partial list includes: ReMax real estate, Saturn automobiles, audio-video equipment, specialty clothing, Honda automobiles, self-improvement courses, big ticket in-home sales, fine art by phone sales, door-to-door book sales... just to name a few.) In addition to being a Master Salesman, he is an accomplished writer and humorist, an inspiring educator, an in-demand business consultant, and an expert in the field of human behavior. Mr. Frisch earned his B.A. from Boston University and did his graduate work at the University of Michigan and Hunter College, and has additionally been affiliated with City College of New York (CCNY) and New York University, (NYU). Mr. Frisch is also the author of HOW TO BE A SUPER SALESMAN…and Still Respect Yourself in the Morning, and the powerful HOW TO SELL -- Clear and Simple Course. To receive his newsletter of sales tips, write Newsletter@STIPublishing.com

Former director of marketing & sales for Schwarzkopf in Australia and NZ, achieving market leadership (against the giants 'L'Oreal and Wella) and best operations internationally for the organisation. Then worked as a consultant to the German company in the US, Canada, the UK, South Africa and leading Western European markets. These days operates as a speaker, trainer and consultant...specialising in sales & marketing. Author of 10 books on business development and a member of the Institiute of management consultants.

Jeff Mowatt, B.Comm., CSP is an award-winning professional speaker, customer service strategist, and bestselling author of, Becoming a Service Icon in 90 Minutes a Month. His Influence with Ease® column has been syndicated and featured in over 200 business publications including Canadian Manager, HR Reporter, and Commerce and Industry. He has worked with thousands of leaders, professionals, and front-line employees on enhancing the service and sales culture and boosting results with customers. Jeff heads his own training company and his clients include some of the most admired corporations in North America including: Home Depot, Shell Canada, CIBC, and WestJet. The Influence with Ease® approach that Jeff shares with audiences is effortlessly professional. Spiced with humour and dramatic examples, audiences discover how to engender more trust, feel more motivated, and enhance influence with just about anyone. It's powerful, and it's profitable. To obtain your own copy of his book or to inquire about engaging Jeff for your team, visit www.jeffmowatt. com or call 1-800-JMowatt (566-9288).

Christine Sutherland is an Australian entrepreneur, clinical researcher, author and trainer, and the founder of My Speed Business Network, an interactive business community with a vast array of free business development resources. There is currently no charge for membership.

P.J.Stevens, Outstanding Author & Publisher of the highly rated "Chill Out Guide To Successful Selling". Having been totally immersed within the sales environment for over 28 years, experiencing all the highs and lows that go with it. The last six years dedicated to sales skills training, for one of the worlds most successful corporate companies. Responsible for delivering and development of sales skills to all the direct and indirect sales force within UK and Europe. Salesopsupport.co.uk will provide you with hints and tips on all aspects of sales, helping you to achieve all your sales goals, targets and career asperations. You can e-mail our website and submit any sales problems you may be experiencing. Together, we can help you avoid those sales lows that most salespeople unfortunately experience. Take the stress out of your sales career, smile and have fun 24/7. Regards PJ www.sales opsupport.co.uk E-mail PJ to receive "Sunny Bottoms Sales" FREE monthly Newsletter have some fun and learn at the same time.

"Linda Mattacks is one of those rare professionals who combine deep strategy-awareness with a thoroughly practical approach to business marketing. What's more, she is as much a hard-nosed and sales-driven results seeker as she is an intuitive people person who understands what makes everyone tick. She has built a wealth of experience in sales training, business research, marketing campaign planning and project management. Linda has helped organisations of all types and sizes in the UK and Europe to learn more about their customers and markets, and turn that knowledge into revenue. Her mature and human manner has won her both business partners' and colleagues' complete trust, which has opened many new opportunities for all involved.” - Jaakko Alanko - MD McCann-Erickson, Business Division, London, England ... Linda Mattacks M IDM (the Institute of Direct Marketing) is a trainer and mentor. She has developed Selling For Business, a course that combines the sales, research and contact marketing skills that enable individual entrepreneurs and small businesses to compete successfully with large organisations. Please visit www.sel lingforbusiness.com for more details

Wendy Weiss, "The Queen of Cold Calling," is a sales trainer, author and sales coach. Her recently released program, Cold Calling College, and/or her book, Cold Calling for Women, can be ordered by visiting www.wen dyweiss.com. Contact her at wendy@w endyweiss.com. Get Wendy's free e-zine at www.wen dyweiss.com.

Greg Beverly has more than 21 years experience helping hundreds of entrepreneurs and thousands of sales professionals reach their true potential. He has a passion for helping others set and achieve goals allowing them to live the life of their dreams. He understands that a business is but a vehicle to achieve those dreams. In addition to expertise in marketing and sales, he is also a CPA and helps business owners get control of their financial situation.

   Gold Authors

Richard Mulvey is South Africa's leading sales author with 12 published books to his name. In addition he speaks to a variety of international groups on a regular basis and over the last 10 years has challenged over 100,000 business people to think differently about sales. Richard is a dynamic speaker and his controversial opinion will fire your enthusiasm leaving you with a desire to hear more and eager to get out there and do it. To make contact with Richard or to find out about his training DVD’s Books and training courses or go to www.bus iness-skills.co.za.

Bill Truax is a Field Sales Prospecting trainer living in Cleveland, Oh. He has created The BLITZ CALL Prospecting System. He sells a self learning program called The BLITZ CALL Prospecting Kit which includes 4 books, 2 CDs and a year of consulting. He also conducts a variety of skill based seminars, workshops, and train the trainer programs. Visit his website at www.BlitzCall.co m and sign up for his Free Prospecting Success Tip of the Week. When not consulting, Bill is an Auxiliary Deputy Sheriff in Geauga County, Oh attached to the K-9 unit. Bill's dog, Gunny, is a wilderness Search and Rescue and Explosive Detection Dog. Bill and his wife, Sue, are active members of the International Churchill Society and Bill speaks to audiences about the life and times of Winston Churchill. They have two sons, Bill Jr. is a Lt.Col. in the US Marine Corps, Rob is a Sports Medicine Doctor They have 7 grandchildren. Bill has been involved in Sales Training, Consulting, Speaking, and Selling for over 30 years.

Clayton has 25 plus years of sales and marketing experience mainly in Canada and some in the United States. He led a successful national sales team. He's lead two training departments with large sales organizations. Clayton operated two small businesses. He doesn't consider himself a sales expert as he is continually learning about the sales profession. He understands the demands placed on salespeople today. Clayton is passionate about performance excellence, and big on sales and service delivery, that’s what it’s all about. Without these two elements companies don’t make money. Perhaps his biggest ah ha in sales has been the importance of keeping a positive mindset. He runs 5 km every other day, is a passionate but only mediocre golfer, and a lover of dogs. Clayton lives with my wife in Oakville Ontario. You can reach him by emailing clayton AT Salesopedia.com

Winston Saga is one of the world's leading sales legends. He is also the CEO of Sales and Motivation International. Winston has been acknowledged as a unique and distinctive authority in the field of sales and personal development. Winston Saga is often referred as the Brian Tracy of the Pacific. During the year 2003 International Biography Centre, Cambridge- United Kingdom selected Winston ''International Man of the Year'' for his outstanding contribution to sales and Service. He has written 100's of articles to magazine, journals and websites. He has written two best sellers in Sales and Motivation. 1. Total Success in Sales and Personal Life -2003 2. Its a Deal-How to become a Successful Selling Professional-2006

Canadian Ideaman, Bob Hooey is an acknowledged expert who will equip and motivate your leadership and employees to grow and win! Bob is the author of 10 business, leadership and career building books including two on sales. He is a frequent contributor and columnist for North American consumer, corporate, association, on-line trade publications on diverse topics, eg: productivity, creativity and innovation, leadership, teamwork, sales, management, training, motivation, customer service, and more. He is an award winning speaker, becoming (1998) only the 48th person worldwide to earn Toastmasters coveted professional level Accredited Speaker designation. He has been inducted into their hall of fame on several occasions. Bob is a founding professional member of CAPS Vancouver, honorary member of CAPS Sask & Halifax and served as a CAPS National Director. He has earned the respect of clients and colleagues alike for his professionalism and dedication to service and increased value. Call now to engage him. 1-888-848-8407 (toll free North America). Protect your conference investment - leverage your training dollars. Equip and motivate your team to win!

Jill Konrath, author of "Selling to Big Companies" helps salespeople crack into corporate accounts and win big contracts. She is a frequent speaker at national sales meetings and industry events. Her own client list is proof positive that Jill knows exactly what she's talking about. She's worked with such well-known corporate giants as 3M, General Mills, Carlson Companies, Medtronic, UnitedHealthcare, Hilton and many others. Jill also writes a leading on-line newsletter that’s being read today by over 20,000 sellers from around the world. Most recently she’s been featured in Selling Power, Entrepreneur, The New York Times, Sales & Marketing Excellence – and the list goes on! For more information: - Visit her website at: http;//www. sellingtobigcompanies.com - Check out her blog at: sellingtobigcompanies.blogs.com - eMail her at jill@sellingtobigcompanies.com

Laura Posey (l aura@dancingelephants.net) brings much passion to her work as Vice President and Co-Founder of Dancing Elephants Achievement Group. She is a "firecracker" who likes to create and get things done. Over the years, she has received numerous awards and recognition for her sales and management contributions to different organizations. Laura's expertise in sales led her to start two successful businesses. She now translates that sales know-how into a language entrepreneurs can understand and implement. She helps them sell more themselves as well as build sales teams that work. Laura is the co-author of Six Secrets of Sales Magnets. In this book, she discloses the differences between average, good, and great salespeople and shows readers how to become part of the top 5% in their field. Laura is hard at work on her second and third books and can't wait to see which one comes out first. When not writing, you can find her teaching classes, doing speeches and seminars, and observing entreprenuers to see what makes them tick. Her driving mission is for each of her clients to earn a healthy six-figure income in less than 40 hours per week.

"Jenny Cartwright is a speaker, trainer and author specialising in sales and telesales She was Sales and Marketing Manager for the Telford Hotel Chain for 6 years and International Sales Manager for Centralian Holidays for 3 years before going into the area of telemarketing. For 8 years she did telemarketing herself , promoting the major speaking events for Anthony Robbins, Tom Hopkins, Jim Rohn, Denis Waitley and many others. Having achieved outstanding results, she is now regarded as Australia's Telemarketing Guru. For the last 10 years she has been doing training and coaching inhouse for companies, running monthly public seminars, speaking and creating training resources through her company - Sales and Telesales Solutions."Subscribe for Jenny's Free monthly telesales tips at www.telesalestraining.com.au. You can purchase her E-Book "How To Make A Fortune Selling On The Phone" (at www.telesalesproducts.com/ebook. html (contains more than 150 techniques to increase your business by phone)

Phil Shipperlee, CEO and Founder of Performative, started in sales with Olivetti in 1969 and progressed to senior roles in Sales & Marketing in the Software & IT Services sector; UK country manager, head of global sales & marketing based in the USA, head of European operations (UK, France, Benelux, Germany and Italy). Phil was instrumental in creating a selling process integrating 12 acquisitions and used throughout operations in North America, UK, Europe, Australia, Japan and India. Since 1980 he has built and run several successful businesses. Performative provide business performance improvement solutions to companies across the UK. There is an indisputable link between the overall performance of the whole business and the performance of the sales operation, hence, our core focus commences in the sales operation but also looks upward to the Board and its strategy, and outward at the integration of the selling operation with the rest of the organisation. Special areas of knowledge: the creation of high performance selling operations within any corporate environment, solving the business issues of SMEs, using and selling offshore solutions, M&A, post-acquisition integration.

Don works with individuals and businesses that want to increase sales and grow revenue. He learned sales “on the street”, and through his StreetSmart Sellingtm sales training program ( www.str eetsmartselling.com ) he takes his experience and turns it into practical ideas on sales and marketing. For over the past 30 years Don has been a consistent top-billing radio advertising rep, a radio sales manager, and for over 15 years, president of his own marketing and advertising agency. Today, He consults a variety of businesses on matters of marketing, advertising and sales. Now he takes this experience and translates it into an effective program of sales training for those who meet with clients on a direct face-to-face basis. Don is a member of the National Speakers Association, and the Maine Association of Professional Consultants. He can be reached at 1-877-DON-ZIHLMAN or d on@streetsmartselling.com

CM Associates do market reconnaissance for companies wanting to acquire “wish list” new clients: those in stable sectors, with lots of ongoing needs. How to avoid the feast-or-famine cycle of project-driven assignments? CM associates conducts new business outreach: gathering business intelligence on those “wish list” new clients establishing C-level relationships with those involved in decisions …all without the cost of face-to-face meetings. Simple, database tools, voice, email and reconnaissance agents are all one needs to secure stable, enterprise-wide, repeat engagements. Reach beyond local markets without leaving home

Barry Maher is a leading writer, speaker, trainer and motivator on sales, leadership, management and communication. He's appeared on the Today Show, NBC Nightly News, MSNBC and is frequently featured in publications like USA Today, The New York Times, The Wall Street Journal, the London Times and Business Week. Selling Power magazine declared, "To his powerful and famous clients, Barry Maher is simply the best sales trainer in the business." His client list includes ABC, AT&T, Budget Rent a Car, Blue Cross, Fox Cable Television, Johnson & Johnson, Merck, the National Lottery of Ireland, Verizon and innumerable smaller companies and associations. A keynote speaker and a workshop leader, Maher is also the author of "Filling the Glass," which was cited by Today's Librarian magazine as "[One of] The Seven Essential Popular Business Books. His other books include "No Lie: Truth Is the Ultimate Sales Tool," "The Prentice Hall Marketing Yearbook," the niche book "Getting the Most from Your Yellow Pages Advertising" and even the cult classic fantasy novel, "Legend." Contact him and or sign up for his free newsletter at www.barrymaher .com.

Grant Fairley brings a unique combination of talents and commitment to people that is rooted in the real world. He has experience in sales in the financial industry, marketing, consulting technology and training sectors. Grant is a graduate of Wheaton College, Wheaton, Illinois, USA. His seminars are motivational and encouraging - no matter what the topic. He has spoken to thousands of people over the past 25 years. He has also made a difference for people in small groups and one-on-one. Grant is the author of 3 books on sales as well as 4 other books. He is featured in both sales training and other DVDs and audio CDs. As an IBM Business Partner, he includes an understanding of technology issues with a special focus on speech recognition and internet marketing technologies. Grant and his wife Cari live with their children in Windsor, Ontario near Detroit, Michigan. www.str ategic-seminars.com www.executive-coach-fellowship.com www.pa lantir-publishing.com

Sales Solutions Founder and President Craig James has over 12 years' experience in sales and sales management, primarily in technology and software. An accomplished speaker and presenter, Craig is President of his local Toastmasters chapter, teaches at New York University’s School of Continuing and Professional Studies, and has lectured at Columbia University’s School of Continuing Education. He also volunteers as a Discussion Leader with the Workshop In Business Opportunities, a "boot camp" for entrepreneurs whose mission is to enable small business owners and budding entrepreneurs in under-served communities to obtain financial success in starting, operating, and building successful businesses. He's been published and quoted in Business Week, Sales and Marketing Management, and Selling Power, and been interviewed by Sales Rep Radio. Craig earned his undergraduate degree at the University of Pennsylvania's Wharton School, and his MBA from the University of Chicago's Graduate School of Business.

Robert Lamont has spent years as a sales manager, copywriter, Master practitioner NLP and lectured on hypnosis. He has consulted on TV documentaries in the UK and Mexico and runs www.artofn lp.com As an author and presenter, lecturer Robert has given talks all over Europe, USA and Mexico on coaching, hypnosis, suggestion and Speed personality Profiling. Works as a freelance soft skills trainer covering aspects of sales persuasion, people management, team building games and communication you can be sure that you will get a day of practical demonstrations and very little note taking! Email him at info@artof nlp.com and see what Robert can do for you. If you want some to show you “There is no box” Visit artofnlp.com

Paul Johnson is Trouble Breaker #1 at Shortcuts to Results LLC. Paul works with organizations to convert trouble into double and triple digit performance breakthroughs. Clients like ADP, AutoNation, Nortel Networks, and Akzo Nobel enjoy more revenues, more productivity, with more simplicity, and more confidence. Contact Paul at 888-320-7719, and visit www.sho rtcutstoresults.com

Peter French - Managing Member of QuadS International UPSA member 0601220013 With 40 years experience in sales having entered the profession directly from college. His sales skills cover hardware sales in mainframe and distributed computing to large customers with complex IT problems. He has managed sales teams in Hardware, Customer Relationship, Channel and Software sales. We work with management to identify sales process issues by critically analysing recent losses. Key sales team members provide input to ensure that our solution is tailored to meet specific needs. Infoteam’s solutions include workshops for top management and account teams supported by easy-to-use tools, and implementation support: Change Partners – to secure buy-in and involvement throughout the change process Initiating New Business – to generate qualified opportunities and fill the pipeline Winning Complex Sales – to increase the probability of winning current and future sales opportunities Coaching the Sales Process – to develop sales managers into team coaches Managing Strategic Accounts – to create stronger partnerships and grow key accounts.

Flo Schell, EdM, Former VP of Franchise Sales, Sylvan Learning Systems, Inc. is Founder of Franchise Coaching Systems and Perceptive Coaching Systems and can be found at www.FloSchell.c om. She holds distinction as a Certified Comprehensive Sales Coach and as a Certified Coach from the Thomas Leonard School of Coaching. She specializes in helping innovative companies and their people to attain and surpass quarterly and annual sales goals. Flo is adept at the nuts and bolts of selling and at helping sales professionals to deal with the ups and downs of their work. She is author of the new business book, Stop Selling Start Clicking, available at www.StopSellingStartClicking.com. Sign on to her website for free Tele-Gatherings on topics related to selling and franchising.

Corey Poirier is a Keynote Speaker that specializes in Peak Performance, Sales and Creating Customer Experiences. As a successful Entrepreneur and a Multiple Time Award Winning Sales Professional, Corey publishes a Monthly Business Newspaper called Island Business News while also operating a sales training and professional speaking company. Corey spends the majority of his time speaking professionally in a keynote and guest speaking fashion. He can be reached at (877) 248-4784 or cpoirier@t isti.ca

Independent writer and consultant with corporate and small business experience. See also two other sites: Westcoastwriters.com and Newglobalfamily.org. Comments and questions welcomed.

I started my selling career as a sales assistant in my fathers' toy shop at the age of 15. It was there that I was first exposed to the relationship between emotion, buying and selling. In my 25 year sales career it has always struck me as strange that the profession of selling had no best practice process that governed selling activity. All other professions have disciplines and codes of conduct that qualify individuals to practice that profession. The daily activities of salespeople though, tend to be unstructured and opportunistic. In the 1990’s I started researching the relationship between professional sales activity and the emotional interaction between buyer and seller. I then applied the IT process control experience I have. The result is a framework (PPSS methodology) that brings together: > A sales process (industry and product agnostic) that manages the progress of sales opportunities. > Mapped to the process – Professional sales behavior and activities. > Models that will align selling skills of the corporate sales force to business process and corporate strategy. I have also developed workshops and training courses: Refer to www.open fire.co.za

   Silver Authors

Hans-Peter Holzwarth is without any doubt one of the most successful sales trainer in Germany. Before the foundation of his enterprise SCI Hans-Peter Holzwarth was active in several international enterprises from the IT industry 22 years as consultant, salesman and sales executive director. For over 14 years he works independently now as coach, consultant and trainer. His record shows well-known references in several different industry segments. Besides his own training course (all regarding sales issues) he holds all important certificates of OnTarget (former Siebel-Sales Methodology Experts). By his freelance activity his enterprise can fall back upon a network of sale specialists with comparable background so that also bigger enquiries can be corresponded to in a professional manner but on absolute responsibility of SCI. The enterprise SCI is established in Rellingen, a scenically charming municipality in the north of Hamburg. The activity area of SCI extends over the complete German and English-speaking area.

Keith Rosen is the author of Time Management for Sales Professionals. His recent best seller, The Complete Guide to Cold Calling which has been endorsed by Dr. Ken Blanchard and Brian Tracy has been featured in Inc. magazine and made it to the Top 50 Best Seller List on Amazon.com. Keith is also the president of Profit Builders, LLC, (www.Profit Builders.com) a provider of executive sales coaching and corporate training. Keith is one of the first who has earned the distinguished Master Certified Coach designation and most important, walks his talk. Keith gets you motivated to take the right actions consistently so that you can master your time, enjoy a healthy, balanced life and achieve bigger, more rewarding goals without the steep and costly learning curve. If you want greater results faster, work one to one or as a team via teleconferencing or in person with Keith. To speak with Keith or to receive his free newsletter, call 1-888- 262-2450, e-mail info @profitbuilders.com. Not sure if coaching is right for you? Schedule a complimentary coaching call with Keith today Subscribe to his free newsletter here. www.profitbuilders.com/winner spath.htm.

Tom Reilly is celebrating twenty-five years as a professional speaker and author. He is the president of Tom Reilly Training—a company that specializes in training salespeople and their managers. His client list includes Fortune 500 companies as well as small companies in all major industries. In addition to television and radio appearances, Tom makes live audience presentations more than one hundred days per year. He has written twelve business and self-help books and over three hundred articles that have appeared in business publications, trade journals, and newspapers throughout the United States and Canada. In addition to his books and articles, Tom has written and produced forty audio cassette programs, a Value-Added Selling compact disc set and produced a video learning series at the PBS affiliate in St. Louis. He has started two successful businesses.  Tom has a B.A. and M.A. in Psychology but quickly adds he is a salesman first and foremost. Tom has a several websites, writes for many trade publications, and publishes a monthly e-zine.

Jeff Belyea, developer of Mindgoal Goal Achievement Strategies, is the author of "Taming The Lions of Fear and Doubt", "Out of The Blue, A Story of Awakening", and "You're Not Hooked. You've Been Hoodwinked. You Can Quit Smoking". He is a member of Speakers International, and the Glasure Group Speakers Bureau (glasuregroup.com), an artist and writer with a PhD in Communications, a Certified Personal and Business Coach, a Meditation Teacher, a Certified Hypnotherapist, a Talk Show Host, and a national corporate consultant and seminar leader on motivation, visualization and goal achievement. His radio talk show can be heard on BBS Radio. The Mindgoal Hour is about goal achievement strategies, and its focus is on the critical need for "inner work" as a balance to practical outer work, in order to clarify goalsetting and enjoy truly fulfilling achievement.

Leigh Farnell has helped over 300 of his clients make millions of dollars in extra sales and profits. He is known as Mr. Innovation. His Blue Rocket 4 Step Colour Zone Sales System has increased sales in retail, mortgage broking, real estate, banking, motor car sales, insurance and fashion. With his Blue Rocket business partner John Blake, he creates 'rocket fuel for sales teams.' Blue Rocket even offer a 'Improve Your Sales or Money Back Guarantee..

Sam Sanders, one of the top 25 all-time salespeople in the history of the computer industry, and leading salesperson and sales manager at IBM, SDS, Entrex/Nixdorf, Wang Laboratories and the developer of The Art of Presentation, TAP, a workshop in Sales Presentation Training that has been proven to increase sales. My latest adventure is with my wife Dr. Patty O'Sullivan and we invite all to visit our new site Envision Your Future a confirmed methodology for youth to build a positive future story with a blueprint and support that leads to high school graduation, college or technical training. Envision Your Future helps youth construct a keystone to make life-giving choices, which expresses itself in a significant decrease of high school drop out, school bullying, drugs, gangs, crime, teen pregnancy and teen suicide. envi sionyourfuture.org

Alec Schibanoff is managing director of AAS Associates, a management consulting firm specializing in business-to-business marketing, sales, training and strategic planning. AAS Associates offers a comprehensive package of affordable and effective services for companies that sell their products and services to or through other businesses. These services include sales and customer service training, sales force recruitment and deployment, lead generation programs, industrial public relations, new product and new channel development, marketing and business planning, technology transfer and concentric diversification.

Shaun Belding is CEO of The Belding Group of Companies Inc, which includes divisions, RetailTrack Mystery Shopping & Consulting(www.retailtra ck.com) and Belding Skills Training & Development (www.beldin gskills.com). The companies are global leaders in training, developing and measuring customer service skills. Shaun is recognized as one of the world's leading experts on strategies for dealing with difficult customers and difficult situations. His four "Winning with the ... from Hell" books, including the international best-selling "Winning with the Customer from Hell - a survival guide", are published around the world in eight languages.

Eric Lofholm is a Master Sales Trainer who has trained tens of thousands of sales professionals nationwide. He is President and CEO of Eric Lofholm International, Inc., an organization he founded to serve the needs of sales professionals worldwide. Eric began his career as a top-producing sales representative for 3 different sales organizations. His consistent track record of regularly outperforming his fellow sales reps earned a reputation of success that follows him to this day. Eric has been trained by the top trainers of his time including: Anthony Robbins and Dr. Donald Moine Ph. D. as well as countless others. He has an insatiable quest for knowledge that he feeds by reading, listening to audio tapes, and attending seminars regularly. Many of Americas top companies hire Eric regularly to train, motivate, and inspire their sales teams. His clients have added millions of dollars in sales to their record after attending Eric's energetic and groundbreaking seminars. Eric has delivered over 1,500 public and private presentations

Chip Eichelberger gets his audiences to say WOW! His action on stage translates to excitement in the audience, and his customized keynotes and seminars produce results for every meeting. He entertains with his natural humor and a relevant message that consistently captivates audiences. Formally Tony Robbins international point-man, Chip can challenge, enlighten, and motivate. Meeting planners find his accessibility and attention to detail refreshing. Chip does not do a one-way keynote address, but creates an interactive experience. If he opens or closes your meeting, your event goes from good to great! A peak performance strategist and motivational dynamo, Chip is positively great at making your next convention unforgettable. He has a magical ability to generate enthusiasm, contagious energy and results that will last well beyond the presentation. His clients include Ernst & Young, Tommy Hilfiger, ADP, Century 21 and Bank of America. Toll – Free 866-224-1393, Chip@ GetSwitchedOn.comwww.GetSwitc hedOn.com

Craig Arnoff holds Bachelor and Master's degrees in Marketing, Finance and Business Management. He is the author of Cooperative Selling™ and Cooperative Telephone Selling™, and has conducted workshops for over 10,000 sales and telesales professionals in the technology and services industries. The firm, which has been in business for 16 years, specializes in helping clients boost sales results via sales training, sales management, coaching and consulting programs.

Having spent his early years in fleet sales at the nation's largest auto dealership, Rich learned to sell, serve, and succeed from a true master... who just happened to be his father! But Rich's true calling has always been speaking And with thirty years of successful experience as a salesperson, manager, and training director for some America's premier organizations including Disney, Macy's, Hart Shaffner & Marx, and LensCrafers, Ricahrd Fenton is uniquely qualified to motivate people to reach increased levels of performance. Rich has spent the last eight years as owner of his own speaking-training-consulting firm, and is the author of three books, including the highly acclaimed "Go for No!" and over 100 published articles on sales and management performance. Rich delivers dynamic, engaging presentations that not only connect with audiences but provide real-world techniques and strategies that can be implemented immediately to achieve breakthrough performance.

Jeff Blackwell is the founder of SalesPractice.com a vibrant online sales training community that offers sales and marketing professionals free access to a comprehensive range of quality sales training resources. In addition, SalesPractice.com provides members of the sales training community with a central, online location for publishing sales training content, social and business networking, learning and instruction, and participating in sales training discussions. Current projects include the "MASTERING THE ART OF SALES®" brand of reference books and the "SELLING JOURNAL®" brand of periodicals.

Richard Liew is a founder and Director of Rev Limited, New Zealand's leading Sales Recruitment and Consulting firm and career development network for Sales Professionals. Starting out his professional career as an accountant, Richard's mission was to prove that anyone can learn to sell! In just four years Richard rose from sales newbie through a huge range of sales jobs including commission only sales, telesales, territory management, key account management, business development, and product and channel management, predominantly in the software, IT and telco sectors. He also provides consulting services helping young business owners sell more and grow their businesses. Richard is also one of the key instigators of New Zealand's flourishing parkour/freerunning scene.

Communicating ideas and achieving sales targets has been the focus of Clive’s working life for thirty years. During his time in sales, he sold a wide range of products, solutions, and services in the IT industry. As Managing Partner of SalesSense, he continues training and consulting services. In addition, he is the author of most SalesSense training material and writes about selling for magazines and newsletters. More information is available at www.salessens e.co.uk and www.clivemille r.com

Paul Cherry is President of Performance Based Results, an international sales and leadership training organization where he teaches more than 5,000 sales professionals yearly. Paul has worked with over 1,200 organizations and written over 150 articles for leading industry publications to date. Paul is also the author of QUESTIONS THAT SELL, published by AMACOM Books. For more information, contact Paul at 302-478-4443 or e-mail him at cherry@ pbresults.com Get 5 free e-booklets (a $40 value!) on how to close more sales when you subscribe to our quarterly newsletter at www.pbre sults.com.

Mike Le Put is a Traininer, presenter and motivational speaker of internatioal acclaim. He works as training consultant to many of the uk's top companies and his CD's are used to motivate professionals throughout Europe, the USA and the Far East. www.mlptrain ing.co.uk e-mail mlp@ml ptraining.co.uk tel 01635 552151

Bob Therrien has more than 20 years of experience in training others in marketing, managing, mentoring, leading, supporting, selling and servicing business needs. We are extremely pleased to report on the substantial progress that has been made in the past year. The language translation is in place and the php computer scripting is complete to facilitate tracking from the shopping cart to the payment processing, then onto digital download and to affiliate administration. The power of our business model is to continue to keep churning. As a web publisher we have used the HECK out of the marketing presentation materials available at our website.To celebrate our forth year as a corporation we have put our marketing goods at half price. All companies need to market their services or goods. Having good marketing materials is a must. Our collection is our library to be able to assist and provide service and materials to fit the many needs of current and potential customers. www.tr ainingpass.com is the supply point for the powerpoint, clipart, ad banner templates, logo development, stock photos and much more.

Dave Stein is CEO of ES Research Group (www.ESResearch .com) which he founded in early 2005. ESR is the first