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The new Book - Sell Smarter: Embrace the Sales 2.0 Movement to Increase Sales and Outsmart Your Competition (2009) is here! Now you can read, download or print Sell Smarter for free before it's available on Amazon. Register/Login for access.

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The Sales Success Forums have been launched to allow all of our users to connect with fellow sales professionals and share ideas, ask for advice, discuss techniques or submit sales copy for review and critique. This is your chance to benefit from the knowledge of expert sales pros from around the World!

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Looking for a new sales job? Hiring? View thousands of full-time and freelance sales jobs in our Sales Jobs area located in the top menu. You can also post sales jobs to the board (posted jobs are syndicated and seen by millions of candidates). Check it out! 

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A new twist on the "leave behind" Print E-mail
General
Tuesday, 28 April 2009 05:41

Yesterday I accidentally left a notebook behind at a sales presentation. This is about the 10th time in the past year I've forgotten something. The unintended benefit is that I get another chance to talk to my contacts face to face shortly after our original meeting. I'm not suggesting you purposely forget stuff at your sales presentations, just saying that it's not always a bad thing :)

 
Read/Download: "Sell Smarter" (2009) Online, Free Print E-mail
Friday, 20 March 2009 08:55

The new book, Sell Smarter: Embrace the Sales 2.0 Movement to Increase Sales and Outsmart Your Competition, authored by this site's creator is available online as of today. For registered users, It is free to download (PDF) or you can simply use the provided document reader to view it here. Registration is free, and a quick process. Note: you will not be able to access the book until you have registered your free account and log in.

Readers of the 2007 title: The Passive Pipeline, will recognize many of the concepts included in Sell Smarter, and will also find a ton of great new content. Here are a few of the topics covered in Sell Smarter:sellsmartcover_lrg

  • The Broken Model (why traditional methods are no longer effective)
  • Effective Use Of CRM Tools
  • Effective Email Marketing With Better Results
  • Blogging for Sales Professionals
  • How To Select A Blogging Platform And Start Your Blog
  • How To Increase Traffic To Your Blog & Post Great Content
  • How To Effectively  Use LinkedIn As A Sales Tool
  • Social Networking And It's Impact On Selling
  • Using Twitter For Business
  • Managing Your Online Reputation & Personal Brand
  • How To Fix Your Sales Presentations And Master Their Delivery
  • Creating A Short List Process To Increase Sales In Competitive Opportunities
  • 12 More Great Tools & Downloads For Sales Professionals
  • And tons more spread over 210 pages

You can register here to download or read Sell Smarter Today. Once you have registered and completed the optional profile information, simply login and you will see the option to read or download Sell Smarter in the top menu.

By registering you also have access to our Sales Success Forums, and can receive periodic updates to the book. You can also subscribe to the blog using the options given on the home page of www.passivepipeline.com

Finally, please leave feedback in the comments!

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Software Tools & Downloads
Monday, 16 March 2009 21:29

As I've said before, I think Twitter is a tremendously valuable resource, for everyone. It is a wealth of information I would not have had otherwise, it is a great platform for networking with like-minded users and it can be a great place to grow your business.

That said, it's not all rainbows and puppy dogs in Twitterland. It can be filled with spam, attention hogs and information overflow. Here are some of things I have learned to streamline and enhance my Twitter experience that I hope will make your Twitter experience a great one;

A large following does not necessarily mean a valuable Twitterer.

Some of the people I get great value from, have the same number of followers as people who are clearly using lame tactics to amass followers and are only there to promote themselves.

Don't pay any attention to your follower numbers and don't follow people purely in hopes that they will return the favor. A large, irrelevant network is pointless. A few hundred followers who are engaged and interested in what you have to say are far more valuable to you than 20,000 who have no similar interests.

Only follow people who can add some bit of value to your world. The same goes for re-following people who have followed you. There's a 75% chance that person is barely aware that they followed you, much less has anything in common with you.

Your network will grow organically with useful people, and whether you heed this advice now or not, at some point you will wish you did. All of those meaningless followers just degrade your interactions with the useful ones and add tons of background noise, which is something we could all use less of.

> 100 followers? Get TweetDeck and learn to use the filters!

Even if you do a great job of only making meaningful connections on Twitter, you are quickly going to end up with more updates than you can realistically sort through. It will become difficult to find the useful posts among the hundreds or thousand you will get in a day.

TweetDeck, which is a desktop program that displays your various Twitter messages, has a handy tool which allows you to create groups of users which are displayed in their own area.

Using this feature, you can create a group of those users who add the most value. This is where you will find my favorite blog authors, close friends, and those who are better than me in any area I want to improve (@Tony Robbins, @Tim Ferriss, @Guy Kawasaki, @Mari Smith, etc.). These are the posts I am excited to read and the people I have meaningful interaction with.

 

 
Another great resource for Sales Pro's Print E-mail
Monday, 16 March 2009 10:15

While I put the finishing touches on the new book - Sell Smarter: Embrace the Sales 2.0 Movement to Increase Sales and Outsmart Your Competition - and try to close the 1st quarter with my 9-5 - The blog is fairly light on original content. It will be short lived I promise, as the new book should be available by the end of this week (and corporate projects seem to be moving again).

In the meantime, I wanted to share a series of 2-minute videos by Jill Konrath, Best Selling Author of Selling To Big Companies (and someone I look to often for advice).

Here is a re-post of Jill's article:

AllBusiness.com just posted NINE videos I created to help you increase your sales. When you have a few minutes, check them out.

I guarantee that you'll get some new ideas from these powerful 2-minute tips!

Please share these with your sales colleagues!

 
Great Audio Book for Sales Pro's from Linda Richardson Print E-mail
Sunday, 15 March 2009 18:07
Here is a fantastic Audio Book (mp3) from Linda Richardson on Outsmarting Your Competition from her NanoSalesBook(tm) Series. It's a 15 minute listen and I highly recommend it. Just click on the headphones to start listening.

You may also want to check out Linda's latest book - Perfect Selling which recently made the NY Times Bestsellers list. I just bought the Kindle version and will be providing a review shortly.

Perfect Selling

Competitive Smarts Perfect Selling

 

 
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