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Effective Executive Speaking
Can your executives communicate with poise, power and persuasion?
Fundamental Selling Techniques for the New or Prospective Salesperson
With this intensive introduction to selling, you can begin your sales career with confidence.
Principles of Professional Selling
Thousands of salespeople have prospered by attending AMA's most popular professional sales training seminar
Strategies for Developing Effective Presentation Skills
Transform inexperienced speakers into confident presenters.
Advanced Sales Management
Do your sales managers have the leadership, communication and team-building skills to ensure success?
Create a sales process to improve customer relationships and retain customers for life.
Customer Service Excellence: How to Win and Keep Customers
Get the competitive edge you need to survive in today’s uncertain business climate.
For all those salespeople who never planned on a career in sales...a
unique, new plan to improve their selling skills.
Be a Party Plan Superstar
Let's get this party started! This one-of-a-kind guide shows direct sellers how to build and expand their party plan business.
Building a Winning Sales Force
Powerful answers and methods that will help every sales leader get
If every customer has a different way of buying, why do so many
salespeople approach them all the same way?
Compensating New Sales Roles
Now updated to cover the online selling arena--the most comprehensive
guide to building an innovative sales compensation plan.
Complete Guide to Sales Force Incentive Compensation
Designing an incentive plan to turn sales reps into sales superstars!
"A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen—really listen.? - Selling Magazine
Five Keys to Winning RFPs -- Mar-06-2013
The difference between answering the document and winning the deal
Making the Connection: Engaging and Closing Sales over the Phone -- Sep-17-2008
Maximizing Your Return on Every Phone Call
Getting Started in Sales: Essential Skills for Success -- Jul-09-2008
How New Sales Professionals Can Increase Their Effectiveness and Earn More Business.
Making the Transition from Selling to Sales Management -- Feb-02-2008
How to Manage a High-Performing Sales Staff
Building a Qualified Sales Pipeline: What’s Working Now -- Jan-23-2008
Mastering the art of finding "ready to buy" leads...
Do You Know Your Competitive Advantage? -- May-23-2007
In this highly competitive marketplace, it is critical to focus on a customer’s buying criteria when discussing deliverables.
Anders Dahlvig on IKEA’s Global Social Ambition
Continual Growth of an Industry Giant
Brendon Burchard on Developing a Million Dollar Message
Transforming your life experiences into a profitable career
C.J. Hayden on How to Market Yourself
C.J. Hayden is a Master Certified Coach and principal of Wings Business Coaching, LLC, a firm that teaches self-employed professionals to make more money with less effort. Hayden is the author of "Get Clients NOW!" (AMACOM) and The One-Person...
Dr. Betsy Kruger on Finding and Targeting Your Star Customers
Applying Pareto’s Principle to Your Brand
Greg Bennett on How to "Close" a Consultative Sales Deal
Greg Bennett has been a top sales trainer, consultant, strategist and coach since 1988. He is the author of the book "Consultative Closing", which offers simple steps that build sales-client relationships while winning even the toughest sales....
Jaynie Smith on Competitive Advantage
Jaynie L. Smith is the author of Creating Competitive Advantage and president of Smart Advantage, Inc., a marketing/management consultancy whose clients range from mid-sized to Fortune 500 companies. She consults nationally and internationally with...
John Mariotti on Conquering the Complexity Crisis
In the quest to grow their business in flat or declining markets, many companies have created dozens of new products and services to increase their customer, vendor, and marketplace relationships. But even as top-line revenues go up, this rising tide...
10 Rainmaker Principles—Get the Best from Your Sales People
Learn these ten principles to provide outstanding salesmanship.
10 Simple Pricing Rules for Challenging Economic Times - Members Only
Is your company tempted to reduce prices in order to survive difficult economic times? Doing so will accomplish two things-neither of them good....
A Journey of Small Steps for Big Change
Learn how to make change in sales effectiveness succeed by going one step at a time.
A Socratic Approach to Successful Selling - Members Only
The Socratic Method remains as relevant today as it was in ancient Greece. Using targeted Q&A, the savvy salesperson can create a Socratic dialog with the customer to determine how to best meet the customer's needs-and close the sale....
Attention, Salespeople: It’s Not About You
Salespeople: distinguish yourself from the pack by adopting a "you" point of view toward your customer. Ask: "What are your goals?" "What's your take on this?" "What is the biggest challenge you're facing right now?"...
Beware the Perils of "Swiss Watchmaker Thinking" - Members Only
Are you guilty of "Swiss Watchmaker Thinking?" It's the mentality that cost the Swiss 80% of the global watch market-simply because they were unable to give up old habits and embrace new ways of thinking and acting....
Calling on High Status Prospects
Is fear of rejection keeping you from achieving the sales success you deserve? Best-selling author and professional coach Brian Tracy explains how to conquer your fear and sell, sell, sell....