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Todd Willard Articles

Written by: Todd Willard

Why Benchmark? - Click To Read Article
A good number of reasons for benchmarking and making substantive points with potential clients that are not always too forthcoming.

Establishing Your Sales Objectives - Click To Read Article
A simple process of establishing ones own sales objectives.

The Close - Click To Read Article
Just a quick look at a few different closing techniques with regards to sales.

The Proposal Document - Click To Read Article
A simple overview on a few pointers for proposals.

Handling Objections in Today’s Sales Environment - Click To Read Article
Methodologies on how to handle and identify obstacles and objections with regards to the sales environment.

The Sales Meeting Agenda - Click To Read Article
The impact of having a sales meeting agenda.

Managing the Sales Territory Effectively - Click To Read Article
Different methods of effectively going through and seeing where changes are necessary with regards to territory management as well as noticing what has been successful.

"Lazy Sales Professional" - An Oxymoron - Click To Read Article
A look at how much work goes into being a sales professional.

Proposal and Presentation Tips - Click To Read Article
A simple set of tips for sales presentations and business proposals in today's business environment.

Setting the Presentation/Proposal Meeting Date - Click To Read Article
A quick view and advice on the difficulties associated with the timing and timeframe of proposals.

Setting Sales Appointments - Click To Read Article
Tips on getting the buyer to accept that first meeting.

The Sales Meeting Objective – Is It Mutually Beneficial? - Click To Read Article
Being sure to define the benefits associated with the products and services that will impact the businesses involved before the meeting takes place. This is done through various asepcts including, but not limited to increasing revenues, decreasing business expense, improving productivity, enhancing marketing, improving technology capabilities, improving security protection.

Shoes / Watch / Grooming - Click To Read Article
The importance of the three to the potential buyers in the marketplace.

Dress for Success as a Sales Professional - Click To Read Article
The importance of dress code when it comes to sales.

Why Follow a Sales Process? - Click To Read Article
The importance and benefits of following a sales process when working as a sales professional.

It Is All About the Buyer - Click To Read Article
A simple set of statements that reminds us what this sales event is truly about.

Activity/Activity/Activity - Click To Read Article
An overview on how to set one's own activity level with regards to sales.

Sales Meeting Timeframes - Click To Read Article
A quick discussion and point of view on the timeframes for typical sales appointments. It also goes through how one can arrange a presentation based on different timeframes given.

Professional Presentation Skills - Click To Read Article
Simply going through the process of a presentation and its relative simplicity.

Requests for Proposals (RFP's) - Click To Read Article
An overview on RFP's and the importance associated with RFP's in selling.

Differentiation is the Key - Click To Read Article
The importance of looking for ways to differentiate oneself from the competition.

Effective Negotiating - Click To Read Article
Reviewing different models that help in both negotiating and overcoming objections when dealing with prospective buyers.

Financial Skills Selling - Click To Read Article
The value of having the ability to read an organization's financial statement to identify areas in which the company may be struggling. This gives one the ability of knowing in advance, what areas need to be worked on.

Selling on Price - Click To Read Article
Using value along with price to make a sale & keep the client in the long run.

Always be Qualifying - Click To Read Article
The importance of qualifying throughout the sales process.

Winning Business the Right Way - Click To Read Article
A look at winning business for your company through the use of three key traits.

Executive Level Positioning - Click To Read Article
Positioning yourself in both a horizontal and vertical level with regards to your co-workers before evening reaching the executive level and the importance associated with it.

Wireline vs. Wireless - Click To Read Article
Importance associated with the sales process.

The Difference Between Winning the Deal & Losing the Deal - Click To Read Article
Items that cause the difference and the result the comes from it.

Presentations - Easy as 1 - 2 - 3 - Click To Read Article
A view on the simplicity that can be associated with the word presentation.

Are They the “Real” Decision Maker? - Click To Read Article
Keys to finding the "real" person making the decisions.

The Value 2 (Squared) Equation - Click To Read Article
The importance of showing value to both the buyer, and the buyer's end user: Value 2 (Squared).

Are you a Leader or a Follower? - Click To Read Article
Positive aspects of the current social and networking abilities.

What is So Wrong with Selling on Price? - Click To Read Article
Problems associated with selling on price.

The Diary of a Mad Sales Person - Click To Read Article
Finding a working balance between the selling and administrative sides of the aisle.

The dba of a Professional Sales Person - Click To Read Article
This article highlights the "doing business as" a Professional Sales Person





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