27 Most Recent Articles
Written By: Alan Rigg

1	Sales Recruiting - How to Hire More Top Sales Performers - Part 2 Written by: Alan Rigg | Distributed: 2006-01-19 | Poor sales performance often results from relying too heavily on SUBJECTIVE information when hiring and managing salespeople. Adding OBJECTIVE information (gathered by specialized sales assessment tests) to these 'people decision' processes can dramatically increase the proportion of top performers on your sales team and improve the performance of existing sales team members.
2	Sales Recruiting - How to Hire More Top Sales Performers - Part 1 Written by: Alan Rigg | Distributed: 2006-01-19 | Business executives and sales managers frequently complain about '80/20' performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. What are the reasons behind these performance disparities? What is it about top sales performers that enables them to achieve superior results?
3	Sales Process - Maximize Sales by Minimizing "Windshield Time" Written by: Alan Rigg | Distributed: 2006-01-12 | With the availability of e-mail, teleconferencing, and web conferencing technologies, it is easier than ever to sell effectively while minimizing 'windshield time'. Use the approach described in this article to make the best possible use of your only inventory - time!
4	Sales Leads - Three Things Every Website Should Do Written by: Alan Rigg | Distributed: 2006-01-12 | Would you like your website to produce more online sales and/or sales leads? This article explains how to accomplish these goals.
5	Strategic Selling - How to Sell Strategically Written by: Alan Rigg | Distributed: 2006-01-06 | If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn't you agree that 'the 80/20 rule' applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales?
6	Sales Territory Management - How to Prioritize Your Activities to Produce Maximum Results Written by: Alan Rigg | Distributed: 2006-01-04 | Use the strategies described in this article to maximize sales growth in your territory!
7	Residential Real Estate - How to Attract More New Clients Written by: Alan Rigg | Distributed: 2005-12-28 | There are approximately 997,000 licensed real estate agents in the United States. How can a new residential real estate agent possibly achieve success when faced with this much competition?
8	Sales Prospecting - Increase Your Sales by Avoiding the #1 Prospecting Mistake Written by: Alan Rigg | Distributed: 2005-12-28 | If you want to improve your prospecting effectiveness, stop leading with SOLUTIONS in your sales prospecting calls and voice mail messages. Instead, lead with the PROBLEMS that you help prospects solve. This approach will attract the interest of a larger percentage of your prospects, produce higher close rates, and generate more profitable sales.
9	Commodity Sales Prospecting – How to Stand Out From Your Competitors Written by: Alan Rigg | Distributed: 2005-12-22 | The key challenge when prospecting for 'commodity' product or service sales opportunities is capturing enough of your prospect's attention to convince them to meet with you. This article provides four strategies to help you win more of these elusive first meetings.
10	Sales Proposals - How to Write Proposals That Sell Written by: Alan Rigg | Distributed: 2005-12-22 | Learning how to write effective sales proposals can be critical to your success, especially if you sell a complex product or one that involves the delivery of professional services. This article examines different types of proposals and explains how to maximize your return on proposal writing time and resource investments.
11	Sales Recruiting - Why Performance-Based Recruiting Produces Top Sales Performers Written by: Alan Rigg | Distributed: 2005-12-16 | If you want to improve the overall quality of your sales candidate pool, shift your focus away from education and experience and toward the performance-based measures that are outlined in this article.
12	Goal Setting - Achieve Your Sales Goals by Focusing on ACTIVITIES Written by: Alan Rigg | Distributed: 2005-12-16 | If you have been less successful than you want to be in achieving your sales goals, try the alternative approach described in this article.
13	Sales Training - How to "Get Dangerous Quickly" With New Products and Services Written by: Alan Rigg | Distributed: 2005-12-09 | If you want to produce rapid sales results, redesign your sales training curriculums to help your salespeople 'get dangerous quickly' with your ENTIRE PORTFOLIO of products and services.
14	Sales Training - What's Your Goal - Exposure or Behavioral Change? Written by: Alan Rigg | Distributed: 2005-12-09 | When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in BEHAVIOR? This article describes how to make lasting changes in your salespeople’s behavior.
15	How to Define Your Company's Sales Job – Part 2 Written by: Alan Rigg | Distributed: 2005-11-29 | Here are seven additional factors to consider as you define the parameters that produce success in YOUR company's sales job. If you are a salesperson, you can also benefit from considering these questions, as they can help you identify target prospects and further refine your sales approach.
16	How to Define Your Company's Sales Job – Part 1 Written by: Alan Rigg | Distributed: 2005-11-29 | Would you agree that every sales job is unique in terms of products and services sold, target markets, target geographies, company cultures, lead sources, sales cycle lengths, and more? This article explains how you can accurately define the parameters that will produce success in YOUR company's sales job.
17	How Effective is Your Elevator Pitch? Written by: Alan Rigg | Distributed: 2005-11-22 | A properly designed elevator pitch will make you stand out from other salespeople, break through your prospects' mental clutter, and grab their attention! This article explains how to develop a truly compelling elevator pitch.
18	Sales Commission - What Return Should You Expect On Your Sales Compensation Investment? Written by: Alan Rigg | Distributed: 2005-11-11 | This article answers the following questions: How do most companies look at return on investment (ROI) for their sales compensation expense? What portion of sales compensation expense do companies allocate to managing existing accounts versus pursuing new accounts? Do most companies expect their salespeople to generate new, additional gross profit each year that is equal to or greater than their compensation?
19	Sales Leads - How to Generate Quality Sales Leads Through Public Speaking Written by: Alan Rigg | Distributed: 2005-11-11 | Delivering properly designed speeches, seminars, and webinars (online seminars) is a terrific way to generate large quantities of quality sales leads. If you follow the instructions provided in this article, you should see a satisfying increase in the number, size, and quality of leads in your sales opportunity pipeline!
20	Sales Process – How to Avoid Wasting Time on Prospects Who CAN'T or WON'T Pay Written by: Alan Rigg | Distributed: 2005-11-04 | Do you have blind faith that, if you can somehow convince a prospect to engage in a sales cycle, you will eventually make a sale? If you do, watch out! This belief can waste your time, effort, and company resources.
21	Sales Process – The Secret to Closing More Sales Written by: Alan Rigg | Distributed: 2005-11-04 | Most sales training programs that teach salespeople how to sell specific products or services do not mention business problems. This is an unfortunate oversight, as qualifying and quantifying business problems is the secret to closing more sales!
22	What's Your Sales Training Goal – Exposure or Behavioral Change? Written by: Alan Rigg | Distributed: 2005-10-06 | When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities – in other words, a change in BEHAVIOR? This article describes how to make lasting changes in your salespeople’s behavior.
23	How to Build a Repeat Client Base in Automobile Sales Written by: Alan Rigg | Distributed: 2005-09-22 | This article answers the question, How can a rookie automobile salesperson out-perform experienced salespeople?
24	The Get Dangerous Quickly Approach to Product/Service Training Written by: Alan Rigg | Distributed: 2005-07-01 | If you want to produce rapid sales results, redesign your product/service training curriculums to help your salespeople 'get dangerous quickly' with your entire portfolio of products and services.
25	How to Maximize Account Penetration and Jump-Start Sales Written by: Alan Rigg | Distributed: 2005-06-15 | Do your company's salespeople consistently sell your entire portfolio of products and services? Do they gain traction quickly with newly introduced products and services? This article describes a training approach that will improve salesperson performance in both of these areas.
26	How to Achieve Sales Goals by Focusing on Activities Written by: Alan Rigg | Distributed: 2005-06-03 | If you have been less successful that you want to be in achieving your sales goals, try the alternative approach described in this article.
27	Effective Account Management Written by: Alan Rigg | Distributed: 2005-05-26 | This article answers the questions: 1) What is Account Management? 2) What skills and talents are required to excel in Account Management? 3) What activities must be performed to maximize Account Management return on investment?