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Featured Author: Jeff Thull

Jeff Thull is president and CEO of Prime Resource Group and a thought-leader in the area of sales and marketing strategies for companies involved in complex sales. He is the author of Mastering the Complex Sale, The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale, and Exceptional Selling. To learn more, visit www.primeresource.com.

Podcast:

• Why Value Propositions Fail

Articles:

• Avoid Drawn Out Sales Cycles
• Selling to Decision Makers: Earning the Keys to the Elevator
• Selling to Executives: Who’s Getting Their Attention, You or Your Competitor?
• Beyond Your “Story”—Gain Credibility through Questions
• Extreme Qualifying: 2 Steps to High Performance
• How to Avoid 11th Hour Negotiations
• The Decision to Buy
• The Presentation Trap: Why Making Presentations Can Cost You the Sale
• Sales Challenges that Prevent Executive Level Access
• Four Ways to Stop Margin Erosion
• The Best Kept Secret of the Selling World
• How to Prevent Unpaid Consulting

Interviews:

• Why Solution Selling Fails
• Sales Strategies of Top-Performing Consultants