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Marketing
Benefit from a sales and marketing plan
Capturing Value: An interview with Scott Benfield
Empower your employees to be mini-marketers
The essence of differentiation
Five tips to better e-mail marketing
Fourteen proven ways to waste your marketing dollars
Gaining visibility
Get your business the attention it deserves
How to become a market leader
How to develop your creative thinking skills
How to find out what your customers want
How to get the media to notice your business
Internet marketing is like using a stick to knock down fruit
Marketing and sales strategy
Of bean counters, recession, service quality and cost hacking
Recession marketing: Lead or get left behind
Sell value first, brand second
Seven ways to stay up in down times
Stand out in business: Try writing notes by hand
Stop wasting your marketing dollars
A tutorial on product lifecycle
Unlocking the barriers to business success
We know we need marketing, but it costs too much
What is your CI?
What should a company expect from its marketing program
What suppliers say about buyers
Why you should worry about Web site usability
Your customers are saying, “Get to know me!”

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Negotiation
The deal before the sale: frequently asked questions
Get what you want: Negotiate to win
How to negotiate higher prices
How to seal the deal in seven seconds
Negotiation strategies of the pros
Negotiate to win
Speak not...sell a lot
Use the law of reciprocity to improve business relationships

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Sales
A child's guide to effective selling
Add-on selling
Adversity gives you strength
All Customers “Lie”
All I want is an unfair advantage
Any price is too high
Applying science to the art of sales
Are you believable?
Are you geared up for sales success?
Are you on target with your customers?
Are you the best salesperson you can be?
Avoid the fatal presentation trap
Be a master negotiator with three simple steps
Be a sales standout
Being a customer service leader
Being right can be fatal
The best stuff
Body language speaks louder than words
Boost your sales by overcoming your fear of rejection
Burn your boat!
Cold calls leaving you cold?
Communicate confidently in any
     situation: Tips from the Bard of Avon
Communicating price increases to your customers
Creating opportunities in tough times
Crooked thinking about straight commission plans
Customers for life
Do you create liars?
Don’t confuse the scoreboard for the game
Don't sound like a salesperson
Don't waste money on sales training
Effective selling –Turn prospects into buying partners
Eight keys to getting your e-mails read every time
Employee motivation, whose job is it anyway?
Essential attitudes for D-A-T-I-N-G your customer
The false promise of pricing
Find your sales bliss
Generate momentum to increase sales, promote growth
Getting time on your side
Getting to the truth by asking good questions
Go from good to great
Help them help you: Setting expectations with a manufacturer
How to get feedback that benefits your business
How to grow your business
How to read your prospect like a book
How to win business without cutting prices
If a tree fell during your conversation, would you hear it?
Increase your sales performance 25 percent
Intuition: Your secret weapon for sales success
Is your language blocking your success?
Is your sales performance in question?
It's all about business results
It’s not the money; it’s the amount
Jump-start your sales by mastering rejection
Learn the customer’s buying cycle
Listening habits for higher sales
Networking know how: Make your connections count
Overcome the top temptations of successful salespeople
Practice the seven secrets of sales success
Prescription for sales effectiveness
Proof Positive
Putting your intuition to work
The rainmakers
Recruit your way to the top!
The sales and credit connection
Sales lessons from a desperate college student
Sales lessons from Edgar
Sales strategies of six-figure-income salespeople
Salespeople: Position yourself with power
The secret to profitable customer relations
Sell like a CEO
Selling against Goliath
Selling to the four temperament styles
Selling value-added services
Selling your ideas
The seven strategies of the highly effective salesperson
Seven tips to make your sales number for the year
Seven ways to build rapport
Seventeen ways to retool for successful 21st century selling
Simplify negotiations with effective communication
Six simple tips for increasing sales and peace of mind
Six powerful prospecting tips to build your business
Show and tell
Stop negative thinking for better sales
Stop talking!
Successful meeting and greeting
Successor liability in sales representation agreements
Teaming up with your customers
Ten timely tips for mastering the complex sale
Ten questions for truth (or consequences)
The top five mistakes salespeople make
The trust factor
Turbocharge your sales
The two great myths of distribution selling
To sell or not to sell: 10 tips from the Bard of Avon
We've lost the client focus
What are they thinking
What’s in a call report?
When the sales mentality meets the buyer mindset
Where's the target - Opening new markets
Why passion doesn't sell
Why salespeople don’t make more sales
Why Toyota won and how Toyota can lose
The winning edge
Words that sell
Would you like fries with that?
You don't have a Sales Excellence Council?
You don’t say!
You mean it’s not all about customer relationships?

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Sales articles by Dave Kahle
A propensity to take risks
Beliefs that limit a salesperson’s performance
Budgeting for sales development
Changing the behavior of an experienced salesperson
Create specific expectations to transform your sales force
Creating long-term goals
Eight powerful rules for relationship building
How to maximize the power of a sales call
On entertaining your customers
Protecting your good accounts from the competition
Sales management myths: Straight commission
Sales management myths: The entrepreneurial salesperson
Smart strategies for a challenging economy
Stop the bleeding!
Systematically identifying new prospects
Thinking about sales: Is integrity a sales strategy?
Thinking about sales? Think a lot.
The three most common mistakes sales managers make
Transform your sales force: create specific expectations
Try a sales blitz
What’s a professional sales manager?
Why good salespeople often turn into mediocre sales managers

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Sales management
A strategic, time-management assignment
Aligning the sales model to the market strategy
Are your customer relationships all that great?
Boost profits with four simple steps
Breaking the weak link
Commission rates
Game face
Get ahead of the pack
Get serious about developing your salespeople
Get the most out of your reps
How to organize sales training
“I didn’t marry this job, I’m just dating it”
Improving your sales force - Can you beat the "80/20 rule"?
Learn to lead through tough times
Mega changes coming in distributor selling efforts
Motivating salespeople
Motivating your workforce toward high performance
No-nonsense laws for new leaders
One of the most effective sales tools
Profit-driven credit approval
Selling in two directions
The power of choice!
This recession is not my recession
The role of a leader
The sales manager’s best friend
Sales productivity and capturing value in distribution markets
Set the standard for a productive team
Seven principles every inside seller should know
Territory management
Three keys to leading through crisis
Unleash your team’s true leadership potential

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Redesigning sales compensation
a series by Scott Benfield
Part one
Part two: The Performance Cycle

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Selling a distributorship,
a series by Scott Benfield and Jane E. Baynard
  1. To sell or not to sell? Making the decision
  2. Overview of the selling process
  3. The advisory team
  4. Preparing for the “corporate scrub”
  5. “Buy” the numbers: What financials say about the company
  6. Pricing: "You can't always get what you want," or can you?
  7. Structuring the transaction
  8. Negotiation and closing
  9. Alternatives to selling a wholesale distribution business
10. Selling a piece at a time: Going public the
      new-fashioned way

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