Why the old selling approaches no longer provide a competitive advantage
How to maximize a strategic selling approach
How advanced customer buying and selling cycles impact your competitive success

New Business Prospecting for the Experienced Professional -
Are You Good Enough to Get Better?

Why new business prospecting has become so critical
How to prospect for new business within existing customers
Maximizing the keys to successful prospecting - Strengthening your strategic message of uniqueness
Maximizing the keys to successful prospecting - Working through the customer's political decision process

Strategies for Successfully Selling Your Largest Accounts

The reality of most large account selling efforts
How to strategically position your large account selling process
Understanding the structures and steps of the large account selling process

Growing Your Sales & Profits In An Unknown Economic Environment

Changing Your Habits And Efforts
Changing Your Focus
Changing Your Attitudes

Refining the Masters - Increasing Your Competitive Advantage Through Advanced Time & Territory Organizational Skills Training

Reviewing effective time & territory organizational fundamentals
How to maximize your time & territory organizational matrix
Maximizing the tools of effective time & territory organization
Enhancing organizational skills through effective goal setting
Implementation and action planning

Continuing Your Sales Growth - Building Your Advanced Selling Skills to the Next Level

How to successfully manage the added challenges moving a large, complex or high-risk proposal through a customer's buying process.
How the importance of price, functionality, and risk change through a complex buying process.
How to strategically position your selling process and approach at the beginning of your selling process so that your competitive pressures are minimized.
How to shift the timing of your proposal and managerial visits so that you shorten your overall selling process.

Keeping Your Best Accounts Loyal to You - How to Stabilize Your Sales Territory in Today's Volatile Times

The greatest problems with past sales territory management strategies
How to become more proactive with your existing customers
How to become more structured managing your territory with a pre-planned multiple-call process

Re-Tuning Your Selling Skills - An Advanced Review of the Foundations of Selling in the New Millennium

The reality of selling today
Learning the five steps of the "Least Resistance" sales call
Successful time and territory management skills
How to incorporate prospecting and cold calling into your overall territory plan and territory goals

Guiding Principles for Sales Negotiations

The reality of negotiations from the sales person's perspective
Understanding the fundamental structures of successful negotiations
How to maximize the advanced steps of the sales negotiations process

How to Maximize Your National Account Selling Efforts

Differences between "national accounts" and "key accounts"
How a National Account program integrates into a normal selling process
How to maximize your National Account program
National Account selling skills