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Planning
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Winning is a matter of detailed and careful planning
Timing is managing control over the sales process
Strategy and Tactics
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Familiarity is a powerful, omnipotent feeling
The 80/20 Rule: Are you a leader of a follower?
One way to kill a tiger
Six Effective Negotiation Tactics
Sales Practices
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Fight to the finish
Information Giving Questions?
Be prepared for the Fuzzies!
Screeners - Humans and others
Managing
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WAG Forecasting: Wishing & Guessing
Improving Yield: Nothing gets you there faster
The sales process is full of booby traps
Key to understanding sales risks: Compare & prioritize sales
Analysis
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Databases are three-dimensional
Training
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An orchestra that doesn't practice?
Get customers to listen to you
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