Vol. 8 No. 4 - Jan. 25, 2012

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  1. How to Close Sales When Buyers Fight You on Price - By Greta Schulz  
  2. 3 Strategies to Get Buyers to Attend Your Next Speech - By Vickie K. Sullivan  
  3. The Best Way to Get New Salespeople Up to Speed and Generating Revenue Quickly - A RainToday Podcast with Lee Salz 
  4. How to Approach Journalists and Bloggers--and Get Them to Write about You - By David Spark 
  5. Relationship-Based Sales Model Grows Consulting Firm from $300K to $11.5M in 3 Years - A RainToday Case Study by Mary Flaherty 
  6. RainToday's Readers' Choice Winner for Jan. 18 - Secrets to Writing Marketing Copy that Customers Can't Ignore

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This Week on the RainMaker Blog: 

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How to Close Sales When Buyers Fight You on Price - By Greta Schulz

If a prospect fights you on price, it doesn't mean you have to cut your potential profits to make the sale. As long as they understand your value, recognize you satisfy their need, and have the budget, you owe it to yourself to stand firm. A little psychology can go a long way toward winning the sale. Click here to continue.

Other Options for Dealing with Price Objections


Upcoming Webinar: February 7, 2:00 p.m. to 3:30 p.m. ET
Proposals that Matter: How to Structure Your Business Case for CEOs with Adrian Davis

Adrian Davis, founder and CEO, Whetstone Inc.When it comes to persuading CEOs to take action, you need a different tack. What works for department managers will not work with C-level executives.

In this powerful webinar presented by sales expert Adrian Davis you will learn how to prepare proposals that matter to CEOs. You'll get critical information for how to appeal to CEOs, advance the relationship, and improve the chances of your winning the sale.

Specifically you will learn how to:

  • Uncover the real needs in the organization
  • Ensure your solution fits
  • Present tangible and intangible benefits
  • Structure your business case for maximum impact

Register for the Webinar


3 Strategies to Get Buyers to Attend Your Next Speech - By Vickie K. Sullivan, Contributing Editor

Too many decision makers are standing in the hallway during your presentations talking to their colleagues, or they're attending other sessions. You have to "pack the house" to get buyers in the door. In this article, Vickie K. Sullivan gives you three ways to make sure buyers attend your next presentation. Click here to continue.

How to Get Speaking Engagements


The Best Way to Get New Salespeople Up to Speed and Generating Revenue Quickly - A RainToday Podcast with Lee Salz

There's a myth that you can hire a great salesperson and on day one they'll be able to bring in millions of dollars of revenue. The truth is companies need a process to bring new-hire salespeople up to speed so that they can begin generating revenue. Listen as sales management strategist Lee Salz explains how to get started with an onboarding program and the benefits companies can achieve as a result of having one. Click here to listen to the podcast.


How to Approach Journalists and Bloggers--and Get Them to Write about You - By David Spark

Every firm wants to have articles written about them. Getting journalists and bloggers to pay attention to you, however, can be challenging. Follow these 12 tips to get on their radar and get them to write about you. Click here to continue.


Relationship-Based Sales Model Grows Consulting Firm from $300K to $11.5M in 3 Years - A RainToday Case Study by Mary Flaherty, Director, Content Strategy and Development  

Simplicity Consulting started as a one-woman business whose founder wanted more flexibility in her life. It turns out several people wanted the same thing, and Simplicity's clients were eager to hire contract consultants. That dynamic allowed the company to develop a stable of in-demand consultants who were matched to the company's growing list of clients, and in just three years it had revenues of $11.5 million. Click here to read the case study.


RainToday's Readers' Choice Award Winner for Jan. 18 - Secrets to Writing Marketing Copy that Customers Can't IgnoreRainToday

Congratulations to Kristin Zhivago for winning the January 18 RainToday Readers' Choice award for her article Secrets to Writing Marketing Copy that Customers Can't Ignore. Click here to read the article.


On-Demand Webinar:
Break the Rules: Edgy Ways to Drive Sales and Business Growth with Dan Waldschmidt

Dan WaldschmidtRainToday's latest webinar, Break the Rules: Edgy Ways to Drive Sales and Business Growth, is now available on-demand.

Watch as business and sales strategist Dan Waldschmidt teaches you how to break away from the supposed tried and true rules of business growth and embrace new ideals that not only get buyers to take notice but want to do business with you.

Specifically you will learn:

  • 8 terrible sales ideas most businesses follow
  • How to start having edgy conversations that take your sales to a new level
  • The 4 qualities that drive sales and business growth

Access to this webinar is free for RainToday members.

Not a member yet? Become one today. Or purchase the webinar for $99.

Access this On-demand Webinar