3 Most Recent Articles
Written By: Mark Dembo And Thomas J. Baskind

1	Make Time, Not Excuses Written by: Mark Dembo and Thomas J. Baskind | Distributed: 2005-06-09 | There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%).
2	Finding the Need is Only Part of the Sale Written by: Mark Dembo and Thomas J. Baskind | Distributed: 2005-06-03 | Many of us in sales are taught to believe that the most important job of the salesperson is to “find the need” of our prospects. If we can uncover “needs” then our job is easy; we just need to show our prospect how our product or service fills that need. Right?
3	The Road to “Pendingville” is Paved with Good Intentions Written by: Mark Dembo and Thomas J. Baskind | Distributed: 2005-05-27 | If you’ve been in sales for any length of time, or have participated is a sales training program, chances are you’ve been taught to look for “buying signals” from your prospects. Buying signals can be important; but they can also easily be misinterpreted.