These free resources will help you in your everyday work. We are continually updating and adding to these resources.

12 Models of Selling - Article published in Selling Power Magazine describing how different models of selling were developed to accommodate changes in how buying was done in the B2B setting.

85 Most Common Sales Stopping Objections with missing Buyer Belief examples - Sales objections occur because a critical Buyer Belief is missing or weak. The book, Objection Free Selling was written to show how to Prevent, Preempt, and Respond to these objections.

Strategic Sales Plan- Lists the 44 diagnostic steps in the sales process. Start by validating the steps that apply to your sales process and then analyze your wins and losses to find the patterns of steps completed or missed that caused your wins and losses. The book by the same title adds definitions and the necessary action items needed to carry out each step. Book link: Strategic Sales Plan: Why Sales Fail and How Wins are Won.

Strategic Sales Plan Account Development Guide - 24 page workbook to help you learn and track your progress with your account development activities.

Clues Your Account is in Trouble - 18 clues that would suggest your account is in trouble.

Characteristics of Top Sales Producers - List and definition of characteristics common to most top producers.

Objection Free Selling - Resources for using the book.

Priority Prospect / Project (P3) Strategy Session Resources - (AKA, Peer to Peer Sales Coaching)

Persistence Pays Off - Study done many years ago by the National Sales Executives Association illustrating how many contacts it takes to win a sale versus how many contacts are normally attempted.