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Pre-Call Planning

Rich's Recommended Web Sites

Selling Power

This is a great site and a wonderful resource for every sales professional! However, to get the best information on this topic, you have to take an extra step: Once you get to the home page, look for the "Search" box - usually near the upper left corner. Then simply type "planning" in that box and click "Go." You will instantly get a nice selection of articles that will surely inspire you and help you with your problem! One more thing, the first time you do this, you must register with the site. Don't worry! It's free and innocent!

http://www.sellingpower.com/

SalesVantage.com

SalesVantage.com is the Internet’s only Business Directory & Newsfeed designed exclusively for Sales, Marketing & Advertising Executives. Our mission is to provide a Web Portal that informs Sales, Marketing and Advertising Executives and connects them to the suppliers and resources they need. See the links below for an excellent collection of articles on the following topics:

Sales Doctors

The weekly magazine written by sales experts to help you sell more of any product or service and keep your customers coming back.

http://salesdoctors.com/index.htm

Selling to Big Companies

Jill Konrath is a leading-edge sales strategist and business advisor who helps sellers crack into corporate accounts, shorten time to revenue on product launches, speed up their sales cycle and achieve their revenue growth goals.

http://www.sellingtobigcompanies.com/

VITO Selling

Anthony Parinello (San Diego, CA) is the country's foremost expert on selling to top officers. His bestselling book and audiotape program Selling to VITO (The Very Important Top Officer) has sold more than 500,000 copies. Parinello's Secrets of VITO: Think and Sell Like a CEO was a Wall Street Journal bestseller and his most recent book Getting the Second Appointment has been accepted by his following as the new sales process of "choice."

http://www.vitoselling.com/

The Fisher Institute for Professional Selling

The mission of the Fisher Institute for Professional Selling is to enhance the image of the sales profession, to promote professional selling and sales management as rewarding lifelong careers, to provide high quality instruction to both students as well as executives, and to conduct research which advances the field of sales.

http://www.uakron.edu/colleges/cba/institutes/fisher/index.php

Rich's Recommended Reading List

The Little Red Book of Selling by Jeffrey Gitomer

Selling to Big Companies by Neil Rackham & John DeVincentis

Getting to VITO: 10 Steps to VITO's Office by Anthony Parinello

Buy these books from Amazon.com

Have a question about this topic?

Then please just email me your question! If the answer is short & sweet, I will pop you back an answer. If the question requires further research, I will look into it and post the reply on my blog, AskRichBohn.com, to share with others. As always, you can email me at rich@sellmorenow.com !