Viewing the Sales Funnel in 3-D: Turn Strategy Into Action, Action Into Results
Sales process experts have long asserted that managing sales activities around a series of defined steps is a way to gain more orders, more customers, and achieve your sales goals. The 3-D Sales Funnel offers a way of taking the traditional approach a step further to not only achieve your quota goals but also increase your impact on profitability.

CRM for Greater Results: Beyond Implementation to Results
Attempts to define CRM (Customer Relationship Management) have been made by countless software companies, authors, consultants, and business people. What we see at Talcott Group is that CRM means different things to different people. . .

The Four Big Mistakes Sales Leaders Make
The Four Big Mistakes Sales Leaders Make are all about avoiding the traps that many of us sometimes seem naturally to gravitate toward. As a leader, if you can overcome them, you can direct your sales team to be a well-oiled machine that hums along even when challenged by difficult events.

A Strategic Negotiation Process
An aligned approach to Negotiation Process (PDF) will help you proactively manage your organization's reputation in the markketplace by consistently executing one deal at a time.

Developing a Negotiating Strategy
Virtually every negotiation follows a consistent patter or "blueprint," and once you understand the underlying structure, you will be able to diagnose and prepare for each negotiation more effectively.
By developing a Negotiation Strategy (PDF), you can create a true and measureable business value.