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January 2006
::: Gary Kravitz, our Executive Vice President of Sales, was quoted at length in the most recent issue of Practical Accountant . The cover story, Close the Deal , talks about the growing awareness that execution and follow-through with regard to leads for new business require a structured approach.
July 10, 2005
::: BizActions in Practical Accountant
BizActions and one of our favorite clients, Robert Gold of Bennett Gold Chartered Accountants are featured in the latest edition of the Practical Accountant. We're included in a story about the importance of using customized communications to increase response rates.


Negotiating the Sales Deal

Salesmanship involves negotiation - trying to reach a deal that benefits both customers and your company. Here are nine negotiating tools that can give salespeople an edge and improve their closing percentages.

Is Your Company Delivering on its Promises?

One of the fastest ways to turn away customers is not to deliver what your sales staff promises. Here is a questionnaire to assess the effectiveness of your company's sales process.

Five Rules That Open the Gates

The most valuable asset you have is time. You need to get past the gatekeepers to the decision makers. Follow these five "Rules of Qualification" to help get to the right people to make the sale.

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