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Write effective business letters
Article By James Stroman, Kevin Wilson, and Jennifer Wauson Important notice for users of Office 2003     To continue receiving security updates for Office, make sure y...
Word 2003
Profiling your target audience
Article How well do you really know your customers? Are they price-sensitive and more likely to choose the least expensive option? Are your customers trend-conscious an...
PowerPoint 2003, Word 2003
3 steps to a great elevator pitch
Article By Guy R. Powell Has this ever happened to you? You're in an elevator. The CEO of your hottest prospect is also in the elevator and realizes that he recognizes ...
Word 2003
Developing a channel communication plan
Article The better a channel partner understands your products and services and can articulate the value of those products and services to end users, the better your ch...
Word 2003
View the world from your customer's shoes
Article By Larry J. Newman, Shipley Associates Customers act in their own interests, not yours. You must first view the world from the customer's perspective before pre...
OneNote 2003, Word 2003
The importance of prospecting
Article By John N. Brennan, Shipley Associates Potential customers come in two types: suspects and prospects. A suspect is someone who appears to fit your target market...
Access 2003, Excel 2003...
Writing an elevator pitch
Article An elevator pitch is a focused description of you, your company, or your products boiled down to only 25 to 35 words. It answers five basic questions, and it le...
Word 2003
Creating a winning sales proposal
Article If you want to close the sale, you need to create a written sales proposal that stands out. Creating a proposal that rises above the rest doesn't need to be pai...
Word 2003
Developing and pitching project proposals
Article In consulting, selling new work is critical. But preparing the requisite client proposals and pitch presentations to earn that work can be time consuming. To ma...
OneNote 2003, PowerPoint 2003...
Leveraging senior management during the sales process
Article Before customers place a large order with your company, there's a good chance they'll want to talk to other people in your organization. For example, your custo...
Project 2003, Word 2003
Demo: Create a toolbar for quick sales letters
Article Show All Hide All Play Demo Can't play the demo? Troubleshooting tips You may experience a delay while the demo is loading. Have you ever wanted a way to reuse ...
Outlook 2003, Word 2003
12 tips for writing a winning proposal
Article By Michael W. McLaughlin The words "send me a proposal" are music to the ears of many consultants. The invitation to write a proposal is a milestone in the sale...
Word 2003
Analyzing sales opportunities for risk
Article As a sales professional, your time and resources are invaluable, and you can't afford to spend time chasing the wrong business. It's important to plan ahead wit...
Word 2003
Write a successful sales proposal
Article Show All Hide All By Brad Douglas, Shipley Associates Winning business in today's competitive market often requires some type of written proposal. When a custom...
Word 2003
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