Resources 
White Papers
Beyond Trusted Advisor:
Don’t just focus on becoming a trusted advisor, become a trusted asset to your customer. This approach goes beyond the standard professional expectations and positions you as a collaborator with long-term value and proven ROI to the customer.
Free download of our white paper here
How Prospects Buy:
Ever wonder why a prospect didn’t buy?
Do you really know what motivates a prospect to buy?
Get this right and it will give you a competitive advantage.
Free download of our white paper here
Ebooks
Buyer Process Management
Buyer Process Management: Applying the Principles of Human Behavior to Business-to-Business Sales.
By Dan Kreutzer and Bob Lambert
41 pages – Digital / Published 2011
Essential Sales Management
Essential Sales Management: The Three Critical Skills of Successful Sales Managers
By Dan Kreutzer and Bob Lambert
33 pages – Digital / Published 2013
Motivating Prospect to Buy: identifying the key element that changes “not interested” to a closed sale
Prospect Generation: converting leads into interested prospects
Earning a Prospect’s Trust: quickly relate to the prospect and gain their trust
Socratic Questioning: ask the questions that will close the sale
Creating Customer Loyalty: increase add-on business and generate referrals