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Jeff Blackwell Articles

Written by: Jeff Blackwell

The Death of the Sales Magazine - Click To Read Article
Is the death of the sales magazine (i.e., print magazines) nothing more than hyperbole and/or misinformation circulating around the World Wide Web? You tell me!

The Science and Art of Selling - Click To Read Article
Technology's (e.g., Sales 2.0) impact on selling comes up periodically in discussions about "Science" in selling. Master practitioners understand that the emergence and evolution of innovative enabling technologies is changing "how" salespeople do what they do but is not changing "what" salespeople do (i.e., connect, engage and interact with leads, prospects and customers) or changing sales from an art to a science.

Traditional Sales Training and Professional Selling - Click To Read Article
The fundamentals of selling have not changed in recent times and traditional sales training offers those engaged in professional selling long standing sales practices that have withstood the test of time. If your own sales practice is not providing you with the outcome you desire then it might be time to look further into traditional sales training and the fundamentals of selling.

The Biggest False Assumption in Sales - Click To Read Article
For whatever reasons and with few exceptions sales training, education and/or discussions operate from the premise that the prospective buyerss have in fact recognized and managed their internal issues. That one (1) false assumption is responsible for an almost unbelievable volume of lost revenue and protracted sales cycles.

Sales Training - Making it Stick! - Click To Read Article
Communication is often touted as the most important aspect of sales training, but the most important thing about sales training is whether or not it brings about results.

Real Estate Sales Training - Click To Read Article
Sales training is perhaps the most important training in which a real estate professional can participate. Of course, in every state and the District of Columbia a real estate agent or broker must be licensed but without the ability to sell, the real estate license serves no purpose.

Automobile Sales Training - Click To Read Article
The overall success of the automobile industry ultimately depends upon sales. There is a huge demand for well-trained auto salespeople who have the ability and aptitude to meet the ever-changing world of technology. Dealerships that invest time and money in an auto sales training program will receive the best results with a highly qualified sales staff. A good auto sales training program provides the proper education and motivation that is needed in today's highly competitive field of auto sales.

Pharmaceutical Sales Training - Click To Read Article
Pharmaceutical sales training is essential to ensure a broad customer base and satisfied customers who continually return to your company. It is not easy to sell pharmaceuticals without knowledge of the market or which people you are trying to reach and how to reach them. Pharmaceutical sales training is therefore essential for your company's growth.

Insurance Sales Training - Click To Read Article
Quality insurance sales training is one of the most important aspects of keeping an insurance business profitable and creating a good name for yourself within the community you serve. There are several key components of quality insurance sales training, including needs analysis, features and benefits, objection handling, and closing skills. In addition to these common things, however, a good insurance sales training program will teach the prospective insurance salesperson how to reach out to the customer and build trust.

Overview of Traditional Marketing - Click To Read Article
Understanding basic principles of traditional marketing.

Principles of Selling - Click To Read Article
Principles to consider when attempting to sell any type of product or service.

Principles of Marketing - Click To Read Article
There are a few things you must know when planning your marketing campaign. These factors are the “Principles of Marketing”.

Salesmanship and Empathy - Click To Read Article
Increase sales production by tuning in to your prospect's point of view.

Principles of Management - Click To Read Article
Skills involved in becoming successful in management.





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