Hi Jim, The Art of Closing The Sale reinforced some basic principles...the principles that most sales people tend to overlook, even in these difficult times.
One process my company will be undertaking based on my recommendation is providing the potential customer with a sales proposal that is designed especially for them, with their company logo on the front page, an insert with pictures and bios of key personnel that they would possibly work with, and a values/benefits insert.
Did this at my last job and it was well worth the extra 5 minutes of doing it.
