Sales Tips & Resources
The objective of
this section is to provide you with sales tips (selling tips), links to websites, documents
that can be downloaded as well as lists and other information we
think would be worth your time to peruse. Please let us know about
any sales resources you know about that you think other sales
professionals would find interesting and/or helpful.
Check back to
this page often as we are adding more resources to make you more
effective in the pursuit of your financial goals each month.
We publish a monthly email sales newsletter that is sent
through a service called Constant Contact. Our objective is to help
you increase your sales and selling skills through tips and ideas for both sales
management and direct selling that you can apply to your selling
Please click here
to find an archive of newsletters beginning with the January 2007
issue. We’ll be adding the earlier issues as time permits.
If you’d like copies of any of those newsletters published prior to
that (2004, 2005, and 2006), let us know and we’ll send them
directly to you.
If you’re not a current subscriber, click below on
the sign-up box on the left hand side of this panel below and you’ll be
directed to a form to sign up.
Available for download (click on the
name of the White Paper):
Is Cold Calling Really Dead?
Searching for the elusive ‘Silver
If you (or your team) are responsible
for creating new business with new customers, even finding new
business within existing accounts by picking up the phone and making
a call, this paper is for you. It is targeted at senior management
and will provide insight into the challenge and the potential
solutions including art (skills), science (mechanics and tools) and
best practices. It will also help you understand why Barry Caponi
and the Caponi Performance Group are recognized as one of the
leading experts on the topic.
Available by request:
The Appointment Making Formula™
Four Steps to More
Effective Appointment Making
This White Paper is the companion
piece targeted at first line management and those who must make the
calls. And although we can’t provide you the exact wording to use
when trying to set appointments, we can provide a proven template,
or what we call a formula to follow which will improve your results
for the entire process. If after reading the first White Paper,
you’d like to see how we suggest you actually go about the process
of setting appointments, we’ll send you this paper that outlines the
solution, The Appointment Making Formula™.
If you would like to request a copy
The Appointment Making Formula™
Four Steps to More Effective
Appointment Making, please
and you will be taken to a sign-up page to order a copy.
Prospecting and Appointment Setting:
We currently have
a number of resources available regarding the prospecting, or
appointment setting process. These tools are designed to
complement and leverage the ‘Art’ we supply to help you become more
efficient at the most critical stage of the buying cycle – the
– (Updated Jan.
2009 - New, Improved Features) This
pre-formatted spreadsheet was designed in conjunction with Contact
Science, one of our selling partners. Its main purpose is to help
sales management (or individual sales professionals) set prospecting
goals, play ‘what-if’ games with those numbers and the related
ratios between them. It is also capable of quantitatively
determining the number of actual leads a sales professional can
handle in a given year. It comes complete with instructions on how
to use it.
Maximizing ROI on Appointment Making Training
– This is a short White Paper describing specialized automation
available for the appointment setting process. It discusses how
using ‘Science’ (Klpz) can help manage the ongoing appointment
setting challenge, how tools can help in that process and how to
figure an ROI on appointment setting ‘Art’.
Other Helpful Sales Website Links:
Recommended Books and CDs on Sales:
books may be ordered below at the bottom of this page.)
strategies, techniques and methods from all of these different books
in our workshops, so although we don’t necessarily agree with
everything in these books and CDs, there is very good information in
This book is one of the best 'how to' general management books
we've read. He provides great insight, but also practical advice
that can be easily implemented. It also has a great chapter on
sales effectiveness from an executive's perspective.
Order any book
below from Amazon Now
Contrary to Popular Belief Cold Calling DOES Work!, Volume I:
Effectiveness, The Art of Appointment Making
Contrary to Popular Belief Cold Calling DOES Work!, Volume II:
Efficiency, The Science of Appointment Making