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Articles by Mark Dembo

• So How Was Your First Quarter? Today's Activities Determine Tomorrow's Success
  Today is the last day to affect the end of your current sales cycle - what are you doing to ensure that your year gets off to a strong start?
  Published 20Nov2005, viewed 314 times

• Networking: Beyond the Elevator Speech
  “Networking” has become one the sales bywords in recent years. There is no question that building a strong network can be incredibly helpful to your sales efforts. Nevertheless, many people in sales face the same difficulties in networking that they face in cold-calling. It sounds great, yet for some reason they just don’t seem to be able to do it effectively. Let’s look at some of the factors and see if we can debunk some of this.
  Published 18Oct2005, viewed 303 times

• The Keys to Buying Motivation: Unlock the Door to Sales Success
  Effective selling isn't about finding pain or uncovering needs. The key to successful sales is understanding what people DO and WHY they do it. In this article, you'll learn about the key human motivators that influence buyind decisions.
  Published 09Sep2005, viewed 386 times

• The Road to Pendingville is Paved with Good Intentions
  Looking for the Not-Buying signals from your prospects may be even more important than looking for uying signals. Otherwise, you could fine yourself on the Road to Pendingville without a roadmap. The consequences? Your Sales Success could be at stake.
  Published 29Jun2005, viewed 418 times

• Overcoming Your Biggest Competitor
  Understanding your competition is vitally important to sell effectively. Yet we often think our competition is the big guy down the street. The truth is, the biggest competition you face is the status quo. If you can understand how to help people change what they are doing, your sales results will increase dramatically!
  Published 15Jun2005, viewed 391 times

• The 11 Secrets to Sales Leadership
  The keys of leadership articluated by Napoleon Hill more than 60 years ago still resonate today --- and they apply more than ever to success in sales. Find out how you can apply these traits to rise above the crowd in selling and business.
  Published 03Mar2005, viewed 441 times

• There's More to Selling than Finding the Need
  Many of us in sales are taught to believe that the most important job of the salesperson is to “find the need” of our prospects. If we can uncover “needs” then our job is easy; we just need to show our prospect how our product or service fills that need. Right? Well, think again...
  Published 14Feb2005, viewed 492 times

• The Four Steps to Effective Cold Calls
  Following these four steps will help you overcome fear of cold-calling, get more appointments with new prospects, and help you close more business!
  Published 05Feb2005, viewed 652 times

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