Selling to VITO,
by Anthony Parinello

Selling to VITO offers innovative new ideas and stree-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-PAckard, and MCI bust quotas and increase commisions.

Persuasive Business Proposals,
by Tom Sant

Tom Sant
"Almost all sales people hate writing proposals. They'd rather close the deal in person with a handshake. They'd rather spend time with clients and prospects than spend hours in front of a computer trying to write. But proposals are a painful reality of doing business in the '90s. And for people who are selling a value-added solution, who position themselves consultatively, or who want to differentiate their offering in a "commodity-minded" market, writing a convincing proposa is absolutely essential."

The New Strategic Selling,
by Stephen E. Heiman, Diane Sanchez with Tad Tuleja

The new edition of this business classic confronts the rapidly evolving world of business-to-business sales withnew real-world examples, new strategies for confronting competition, and a special section featuring commonly asked questions from the Miller Heiman workshops.

The New Conceptual Selling,
by Stephen E. Heiman, Diane Sanchez with Tad Tuleja

Even in a world of cyber commerce, nothing beats a face to face meeting. And if you're one of those men and women who make their living in this high-pressure, highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career.

Successful Large Account Management,
by Tad Tuleja (Contributor), Robert Bruce Miller, Stephen E. Heiman (Contributor)

Most companies depend on a handful of crucial clients for at least half of their revenues. To improve these critical business relationships, this dynamic book explains Large Account Management Process (LAMP) techniques that will make sure readers keep their most important accounts.

White Papers:

Download 3 great Customer Relationship Management articles and whitepapers from industry experts:

"Analyze your Sales Process First"
By Jim Dickie; Customer Relationship Management Magazine, October 2001

"Fast Return on Investment (ROI) in Mid-market Customer Relationship Management (CRM) Solutions"
A SalesLogix Whitepaper, 2001

"CRM in a Down Economy"
A Peppers and Rogers Whitepaper, January 2001

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