Interview with Jill Konrath, author of Selling to Big Companies and founder of SellingtoBigCompanies.com.

Keith Rosen describes the process of overcoming the fear of cold calling (from http://allbusiness.com )

HP: 7/13/11

Discover the Three Keys
By Judy Garmaise

The truth is clear: The majority of salespeople don’t take follow up seriously. After talking with a prospect, they leave one follow up voicemail or send one e-mail, and that’s it. A small minority will take it a step further and call or e-mail one additional time, but hearing that someone followed up three, four, five, six, or even seven times is rare. However, that’s exactly how many times you must follow up to get someone’s attention.

Lasting Impressions Sell! Bet Your Business Card On It
By Karen Saunders

It's the trade show of the year, and you're poised to meet, greet, and network up a storm because the precise buyers for your product or services are here.

Three Ways to Start a Conversation and Finish with a Sale
By Michel Neray

Ditch your elevator pitch. Zap your infomercial. And whatever you do, keep your carefully worded, painstakingly developed, positioning statement to yourself.

Referrals Are Often Under-Utilized and Can Give Your Sales Effort a Critical Edge
By Jim Cross

Everyone talks about referrals, but few actually pursue them.

Whenever possible, follow-up on your own leads. No one will know your leads as well as you do.
By Christopher J. Bachler

Every moment wasted on a dead end can be used to find a promising new contact.
You've made the Connection, and now it's Time to Move into the Toughest Part of Selling