"Sell To People With Power" by Josiane Feigon

"No-Po stands for No Power. It can also stand for No Potential or No Purchase Order. But it's someone who has no authority or no influence to make anything happen in the sale. They're sophisticated gate keepers, they're not your typical receptionist. These are people who actually hold positions within the organization and that's what makes it even more confusing."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Disqualify Your Way To Success" by Dan Seidman

"If sales reps get the hint of a smile or maybe a closing question from their prospective customer, they think there's hope. Many don't realize that their responsibility early in the sales call is to disqualify their prospect...find out all the reasons they wouldn't buy from you so you're not chasing people who aren't a good fit for you."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Cracking Corporate Accounts" by Jill Konrath

"People really want to try for those big ones, but they give up over time because sometimes it's so darned frustrating. It's like beating your head against the wall trying to get your foot in the door. And it's really hard because nobody ever calls you back."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Never Cold Call Again" by Frank Rumbauskas

"Cold calling really is backwards because you're making these calls at random to a person who probably doesn't need what you've got. If they needed it they're already working with someone or they've already got it. So it's really just an untargeted, unfocused way to go about your business."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Success Through Value Selling" by Brad Helmer

"I think often times we in the sales profession forget that a large part of the value a client perceives in the solution we're positioning has to do with how we engage them. How we engage a client is a huge part of the equation in how much value is perceived."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Success With Speed Bumps" by Kathy Aaronson

"People live very busy lives, and if you want them to be receptive to your first call or overture, you may want to be prepared to put together a process which we call "Speed Bumps" to slow everybody down and create receptivity to what you have to talk about."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Success Through Differentiation" by Tim Wackel

"The premise is that your success isn't based on what you sell, but it's based on how you sell. One of the first things we want to evaluate is what exactly defines you as a sales professional. When I ask reps to list ten things they do differently than the competition, most people run out of ideas after two or three."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.