SalesMarks

A series of excellent, in-depth and unbiased book reviews of a number of sales-related books. Well worth a read both for picking your next purchase, or for checking out a book you might want to buy.

Good overview of Huthwaite's SPIN selling technique.

Colleen Francis with some good thoughts on the best opening line to use when cold calling.

Steven Burke explains in an open forum why cold calling is the most effective way to open doors for new business. Paul McCord joins the conversation with an opposing viewpoint which makes for a great debate.

Most people are familiar with Robert Cialdini's six principles of persuasion. Here they are listed and summarized...but you still ought to read the book. It should be required reading for all salespeople!

Pick the Brain is a pretty good site for motivation. This article, though, is focused more on selling YOU before selling your product or service, or actually selling yourself (for example in an interview).

Really nice roundup of online contact managers that are out there at this page. There are more than the ones listed, but the page is updated periodically with new entries.

A review of IWantSandy.com - a virtual assistant that can help salespeople and small business owners stay on top of things.

Why do salespeople have reluctance or fear of price presentation? Because it determines outcome – yes, no or delay (which usually means no). Price also brings truth. The “I can get it cheaper, we’ve decided to go with someone else, we’re putting this out for bids, I’m not the only decision maker.”