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 It takes a disciplined process to produce an accelerated sales cycle.
October, 2007
Issue: 25
From the Editor:
In our recent eNewsletter survey, you indicated your interest in a new piece of writing, the "Expert Profile". We are pleased to introduce this new column with this month's expert, Tom Schneiders, who offers a unique view into the profession of sales. We think you will enjoy Tom's straightforward and candid approach to selling.
There is a lot of talk these days about Social Networking. It's important to keep your information up to date on these sites. But, what about your company's coverage in Social Media circles? This new frontier depends on tailored information that is optimized for the Web. Look below for some useful links on this topic from our friends at BusinessWire.
Our Innovative Products offer featured products from Black & Decker that are ideal for the "road warrior" in all of us. You can never have too many power options when it comes to today's mobile devices.
Finally, from the survey we learned that many of you did not know we have a complimentary blog that offers: "To muse the profession of Sales, business, innovation, and everyday life." You will find a wide range of topics and ideas pondered in Posts on a twice a week basis. To visit the blog, click on this link, or the rotating banner at the top of this page.
Expert Profile: Tom Schneiders
Tom Schneiders has over 30 years of experience in sales, and sales management. He is responsible for the sale and servicing of distribution channels, as well as large accounts, for one of the largest manufacturers of telecom equipment (a Fortune 500 company).
We recently had the chance to sit down with Tom and ask him about some of the key factors to success in the profession of sales, and sales management. Based on his own career (choices) and experience, this interview brings forth some of the areas Tom feels are essential for any sales organization (or individual) to put into practice.
Social Media - a new frontier in PR
Social Media is often defined by coverage seen in "blogs" (blogging, or bloggers); however, it is more far-reaching than just that one online medium. Included in this category of Press coverage should be special interest Web sites (e.g., user groups, or SIGS - Special Interest Groups, etc.) and online editions of printed publications; some publications are online, only. Virtual storefronts and trade shows are another example of Social Media.

Your Press Release needs to take on new properties and attributes to rise above the noise on the channel. Search Engine Optimization (SEO) becomes as important in your Press Release as it is to your Web site. Here are some links from the folks at BusinessWire to help you craft more effective coverage through higher visibility and 'stickiness' (longevity).

Innovative Products 
These products from Black & Decker are ideal for the "road warrior" in all of us. You can never have too many power options when it comes to today's mobile devices.
B&W Laptop ChargerThe "Power To Go" line of products now includes the Laptop Power To GoŽ Cordless AC/USB Power Supply  - Model # CPI100. For the average cell phone user, this unit can supply power for up to 9 hours of extended runtime. All models of this Power To Go line of portable power include multi-stage battery status indicators. The built-in 120-volt AC outlet can meet the higher demands for power to laptops, portable players, and cell phone chargers. The USB port is ideal for digital cameras and PDAs.
B&W Cupholder charger"Power To Go" is also available to provide continuous power from a vehicle's 12-volt accessory outlet. The Cup Power To GoŽ AC/USB Power Inverter - Model # PI100CB fits most automotive cup holders and features a spring-loaded safety cover.
Overcoming Sales Barriers
In This Issue
Expert Profile: Tom Schneiders
Social Media
Innovative Products
Featured Reading
Featured Reading

The New Strategic Selling
The New Strategic Selling:
The Unique Sales System Proven Successful by the World's Best Companies
by Robert B. Miller (Author), Stephen E. Heiman (Author), Tad Tuleja (Author), J. W. Marriott (Author)
The Unique Sales System Proven Successful by the Worlds Best Companies
Now updated and revised for a new century of sales success, this new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops.

Questions or comments? E-mail us at: newsletter@nvestntech.com

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