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Craig Arnoff Articles

Craig Arnoff Articles

TRADITIONAL SALES TRAINING LEADS TO DECLINE IN SALES - Click To Read Article
Industrial psychologist and sales researcher Neil Rackham reports in a study of over 1000 sales calls that sales results deteriorated after traditional sales training programs were implemented.

Tough Times Sales Strategies: Part 1. Selling More to Existing Customers
- Click To Read Article
Low-cost strategies to boost sales to existing customers during challenging economic times.

Tough Times Sales Strategies: Part 2. 15 ways to Generate New Business NOW !!!
- Click To Read Article
Fifteen strategies to generate new business NOW !!!

SALES MANAGERS: Eight ideas to boost short-term sales results
- Click To Read Article
Effective sales management is key to boosting both short and long-term sales results. These eight ideas can provide short-term improvements and lead to sustained sales results.

Listening Pays !!!
- Click To Read Article
In a typical 60-minute sales call, a salesperson spends 30 minutes talking about products or services, 9 minutes asking questions ,and 12 minutes letting the customer speak. Clearly, not enough time is spent asking questions and listening to customers - the only way salespeople can learn what it will take to quickly close the sale.

Heightened Competition Driving Creative Sales Approaches
- Click To Read Article
The information industry has recently surpassed the auto industry to become the world\'s largest industry-and everyone\'s scrambling to get into the act! Government and defense contractors are entering the commercial marketplace while new and evolving Internet technologies have spawned a whole new set of virtual companies competing for a slice of the pie.

Discounting: DON'T DO IT !!!
- Click To Read Article
When you agree to discount a product or service, it can serve to lessen its value and, consequently, hurt your chances of getting the sale or profitable customer relationships.

Boosting Your Personal Sales Results: Getting A Pay Raise
- Click To Read Article
Having that winning attitude, setting goals, listening to customers and acquiring new sales skills and techniques are key to getting an instant pay raise. So, are you ready to earn more money in sales?

10 Ways to Better Manage & Motivate Your Sales Team
- Click To Read Article
Ten great strategies for elevating your success as a sales manager and motivator


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About The Author


Craig Arnoff
(Visit Craig's Website) 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 20 years, specializes in helping clients boost sales results via sales, sales management and telesales training, coaching and consulting programs.

Craig Arnoff is a Gold author on EvanCarmichael.com
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More Craig Arnoff
10 Ways to Better Manage Motivate Your Sales Team
Tough Times Sales Strategies Part 2 15 ways to Generate New Business NOW
Discounting DONT DO IT
TRADITIONAL SALES TRAINING LEADS TO DECLINE IN SALES
SALES MANAGERS Eight ideas to boost shortterm sales results
Tough Times Sales Strategies Part 1 Selling More to Existing Customers
Heightened Competition Driving Creative Sales Approaches
Boosting Your Personal Sales Results Getting A Pay Raise
Listening Pays
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