Products for building and managing top-performing sales teams and improving individual salesperson performance

We are pleased to offer a variety of products to help you beat the 80/20 rule in selling and sales team performance. Here are "quick links" to specific product categories:

1. 80/20 Selling System™ Home Study Course
   
   
2. 80/20 Selling System™ Books, eBooks, CDs, MP3s
   
   
3. Sales Compensation Products
   
   
4. Sales Assessment Tests
   
   
5. Sales Prospecting Products
   
   
6. Other Useful Products

1. The 80/20 Selling System™ Home Study Course

• Do a small percentage of your company's salespeople produce most of your company's sales?
  
  
• Are you tired of making huge investments in salespeople that don't pay off?
  
  
• Do you need to build or grow a sales organization, but you want to avoid getting taken to the cleaners?
  
  
• Are you a business owner, executive, or manager who needs to learn enough about sales and sales management to effectively oversee your company's sales efforts?

The 80/20 Selling System™ Home Study Course can help you address all of these issues and much, much more!

What is the 80/20 Selling System™?

The focus of our day-to-day business is helping business owners, executives and managers end the frustration of 80/20 sales team performance. Over the years we have worked with hundreds of sales organizations to help them solve 80/20 sales performance problems.

When you see the same kinds of problems over and over again, over time you start to identify consistencies in both the problem causes and the problem solutions. The solutions we help clients implement with the greatest frequency form the core of the 80/20 Selling System™.

Why did we create an 80/20 Selling System™ Home Study Course?

The primary reason was we had an annoying gap in our product and service portfolio.

We have very nice products at the low end (the How to Beat the 80/20 Rule in Sales Team Performance and How to Beat the 80/20 Rule in Selling books, ebooks and audio programs), but these products were designed to support and expedite our hands-on work with clients. They don’t always include enough detail to enable someone to implement key concepts on their own.

We also have very nice offerings at the high end, mostly consulting and training services that can be delivered in person or via teleconferences and webinars. But, the pricing for these services can be out of reach for organizations with smaller budgets.

What was lacking was something in the middle. How could we help the (thousands of? millions of?) business owners, executives and managers who have the same compelling needs as our consulting and training clients but don’t have large enough budgets to enable them to hire us for customized consulting/training engagements?

This gap has now been filled with two new offerings. The first is the 80/20 Selling System™ Home Study Course. The second is the 80/20 Sales Leader membership website. A membership enables you to interact directly with our president, sales performance expert Alan Rigg, several times a month for a very reasonable, fixed monthly investment.

Who will the 80/20 Selling System™ work for?

The simple answer is everyone!

Yes, we understand that your business is unique. There are numerous factors that combine to make it unique. (A number of these factors are discussed in Chapter 4 of the Home Study Course.)

Even though every business is unique, our experience has been that there is a surprising amount of similarity in the sales performance problems businesses suffer and the causes and solutions for these problems. That’s why we have been able to create a system that has worked beautifully in hundreds of companies in dozens of industries.

Does this mean we have never had a failed client engagement? Of course not! But, the failures we have suffered have not been due to flaws in the 80/20 Selling System™ itself. They have been due to flaws in execution.

You see, from time to time we run into business owners, executives and managers that simply aren’t willing to do what it takes to eliminate "80/20" sales team performance. Sure, they talk a good game prior to engaging us to help them solve their sales problems. But, when the time comes for them to execute the steps in the 80/20 Selling System™, they simply aren’t willing to take (and enforce) the necessary actions.

If you choose to implement the 80/20 Selling System™, there is a strong likelihood that you will have to make some pretty significant changes to what your salespeople and sales managers do and how they do it. That makes sense, right? After all, if your company is suffering from 80/20 sales team performance, how are you going to improve your sales team’s performance if you don’t change what your salespeople and sales managers do?

As Albert Einstein said, "The definition of insanity is doing the same thing over and over again and expecting different results." If you want to end the frustration of 80/20 sales team performance you need to be willing to implement specific changes in how you build and manage your sales team.

Rome wasn’t built in a day, and you can’t change your company’s sales culture in a day, either. It will require a sustained effort for a minimum of nine to twelve months (and perhaps longer). But, the payoff from building a predictable, repeatable sales culture is huge!

When you create a predictable, repeatable sales culture it becomes much easier to grow your business. No longer do you have to deal with “one off” salespeople who do things in their own way. How do you replicate successes in that kind of model?

If you create a predictable, repeatable sales culture, when you bring new salespeople on board they are inundated with consistent, “this is how we sell here at (your company name)” messages. They hear these messages from management, they hear them from their fellow salespeople, and they see them in the actions of their fellow salespeople. This kind of consistency dramatically shortens the learning curve for new salespeople and helps them become productive quickly.

What does the 80/20 Selling System™ Home Study Course include?

You will receive:

1. A 2" notebook containing a 287-page, 8.5” x 11” document with 13 assignments and 52 pages of forms and worksheets designed to help you complete the assignments.
   
   
2. An eBook (PDF file) version of Alan Rigg's sales management book, How to Beat the 80/20 Rule in Sales Team Performance. This book was the foundation for this home study course, though of course the home study course goes into much greater detail on selected topics.
   
   
3. An eBook (PDF file) version of Alan Rigg's salesperson book, How to Beat the 80/20 Rule in Selling. This book is synchronized with the sales management book to make it as easy as possible for you to implement the changes necessary to build a top-performing sales team. In other words, if the sales management book suggests that you hold your salespeople accountable for doing a certain thing in a certain way, the salesperson book teaches your salespeople how to do that thing in that way.
   
   
4. Permission to share both of these eBooks with your company’s employees. Please note that these eBooks are for your company’s INTERNAL use only. They may NOT be reproduced or distributed OUTSIDE your company in any form or by any means, or stored in a database or retrieval system without our prior written permission.
   
   
5. One copy of the audio book CDs for How to Beat the 80/20 Rule in Sales Team Performance.
   
   
6. One copy of the audio book CDs for How to Beat the 80/20 Rule in Selling.
   
   
7. One CD containing the audio files from the How to Develop an Effective Sales Compensation Plan product. The text portion of the How to Develop an Effective Sales Compensation Plan product is included in Chapter 14 of the home study course.
   
   
8. One CD containing Microsoft Word versions of the forms and worksheets that are provided to help you complete your home study course assignments.

Here is the complete 80/20 Selling System™ Home Study Course table of contents.

Get these valuable BONUSES if you act NOW!

• One hour of telephone consulting valued at $350
  
  
• A sales assessment test bundle valued at $250
  
  
• A complimentary 30-day Gold membership to our 80/20 Sales Leader website, (valued at $67) which will provide you with access to:
  
  
• A comprehensive source of in-depth information delivered via video training, recorded webinars, teleconference recordings, articles, special reports, and professionally developed forms, worksheets and templates
  
  
• Two Private, One-on-One Coaching Calls Per Month with our president, sales performance expert Alan Rigg
  
  
• Two Open Q&A Calls Per Month hosted by Alan Rigg. Get all of your questions answered AND learn from others!
  
  
• Once-a-Month Live Guest Expert Calls during which Alan interviews hand-picked sales and sales management experts
  
  
• Downloadable MP3 Recordings of all Open Q&A and Guest Expert Calls
  
  
• A downloadable PDF Transcript of each and every Guest Expert call
  
  
• Private access to our exclusive Discussion Forum

What's the price?

Before we answer this question, let’s add up the value of all of the components that make up the 80/20 Selling System™ Home Study Course:

DESCRIPTION	PRICE
The full contents of the How to Develop an Effective Sales Compensation Plan product	$147
Our proprietary tools for creating performance-based recruiting ads and lists of performance-based screening and interview questions	$525
The How to Beat the 80/20 Rule in Sales Team Performance eBook (and permission to share it within your organization)	$27 x number of copies
The How to Beat the 80/20 Rule in Selling eBook (and permission to share it within your organization)	$17 x number of copies
The How to Beat the 80/20 Rule in Sales Team Performance 5-CD audio book	$49.95
The How to Beat the 80/20 Rule in Selling 4-CD audio book	$39.95
One hour of telephone consulting	$350
One sales assessment test bundle	$250
One month of 80/20 Sales Leader Gold membership	$67
TOTAL VALUE	$1,472.90*

* This total only takes into account one copy each of the How to Beat the 80/20 Rule in Sales Team Performance and How to Beat the 80/20 Rule in Selling eBooks. How many copies of these two eBooks will your organization benefit from using?

Despite providing a total value of nearly $1,500, the price for the 80/20 Selling System™ is just $497. Or, you can choose to make six monthly payments of just $97 each.

90 Day Money-Back Guarantee

You can try the 80/20 Selling System™ Home Study Course RISK FREE because it is covered by our 90 Day Money-Back Guarantee:

 

If I am not satisfied for any reason with the 80/20 Selling System™ Home Study Course, I can request a refund and receive ALL of my money back - no questions asked!

To place a SECURE online order, please choose from the following options:

A single payment of $497

Six monthly payments of $97 each

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2. 80/20 Selling System™ Books, eBooks, CDs, MP3s

How to Beat the 80/20 Rule in Sales Team Performance

and

How to Beat the 80/20 Rule in Selling

SYNCHRONIZED books to help you build and manage top-performing sales teams
and help your salespeople achieve top sales performance

CD and MP3 Audio Books also available!

 

Are you a business owner, executive, or sales manager who is frustrated by 80/20 performance on your sales team, where a fraction of your company's salespeople produce the bulk of your company's sales? Would you like to have a step-by-step road map for building and managing a sales team that consists exclusively of top and strong middle performers?

If you answered "yes" to either question, these books were written specifically for you!

Thousands of books have been written about selling and sales management. What’s so special about these two?

1. Despite the fact that companies spend billions of dollars annually to recruit and train salespeople, the majority leave, are terminated, or turn out to be mediocre producers. Clearly there are missing pieces to the sales management puzzle. These books identify, and provide answers for, the missing pieces.
   
   
2. The available information about selling and sales management is fragmented. If you are willing to take the time to absorb a variety of books, audio programs and training classes, you can build a broad base of knowledge…eventually. How to Beat the 80/20 Rule in Sales Team Performance provides a step-by-step road map that addresses everything you need to know to build and manage a top-performing sales team!
   
   
3. The two books are part of a comprehensive selling system. The “companion” book, How to Beat the 80/20 Rule in Selling, will teach your salespeople how to perform every critical salesperson function described in the management book. The two books were designed to be used together to make it as easy as possible for you to implement the changes necessary to build a top-performing sales team.
   
   
4. These two books were not written by an “ivory tower” academic who has never built or managed a sales team. The author, sales performance expert Alan Rigg, is a top sales performer himself, and he has personally built and managed multiple top-performing sales teams. For the past seven years he has spent every working day helping hundreds of companies build and manage top-performing sales teams. These books describe the time-tested, straight-from-the-trenches tools and techniques that have worked with his own sales teams and his clients’ sales teams. They will work for you, too!

For more information (including a complete table of contents), please select the appropriate link:

• How to Beat the 80/20 Rule in Sales Team Performance (for business owners, executives and sales managers)
  
  
• How to Beat the 80/20 Rule in Selling (for salespeople)

90 Day Money-Back Guarantee

You can try any of the 80/20 Selling System™ Books, eBooks, CDs and MP3s RISK FREE because they are covered by our 90 Day Money-Back Guarantee:

 

If I am not satisfied for any reason with my 80/20 Selling System™ product purchase, I can request a refund and receive ALL of my money back - no questions asked!

To place a SECURE online order, please choose from the following options:

BOOK #1: How to Beat the 80/20 Rule in Sales Team Performance (for business owners, executives, and managers)

OPTION	DESCRIPTION	PRICE	ORDER
Paperback Book	6" x 9" paperback book, 264 pages Includes bonus forms and worksheets in a downloadable PDF file	$29.95
eBook	Downloadable PDF file, 197 pages (8.5" x 11") Includes bonus forms and worksheets in a separate downloadable PDF file	$27
5-CD Audio Book	More than 5 hours of audio; turn your car into a sales management training course on wheels! Includes bonus forms and worksheets in a downloadable PDF file	$49.95
Downloadable MP3 Files	The same audio content as the 5-CD set provided in 29 separate downloadable MP3 files Includes bonus forms and worksheets in a separate downloadable PDF file Total download size for the 29 MP3 files is approximately 54MB - NOT recommended for dial-up internet users!	$37
Product Bundles	View specially priced product bundles		View Bundles

BOOK #2: How to Beat the 80/20 Rule in Selling (for salespeople)

OPTION	DESCRIPTION	PRICE	ORDER
Paperback Book	6" x 9" paperback book, 196 pages Includes bonus forms and worksheets in a downloadable PDF file	$19.95
eBook	Downloadable PDF file, 155 pages (8.5" x 11") Includes bonus forms and worksheets in a separate downloadable PDF file	$17
4-CD Audio Book	3.75 hours of audio; turn your car into a sales training course on wheels! Includes bonus forms and worksheets in a downloadable PDF file	$39.95
Downloadable MP3 Files	The same audio content as the 4-CD set provided in 25 separate downloadable MP3 files Includes bonus forms and worksheets in a downloadable PDF file Total download size for the 25 MP3 files is approximately 39MB - NOT recommended for dial-up internet users!	$27
Product Bundles	View specially priced product bundles		View Bundles

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3. Sales Compensation

Are you having trouble developing a sales compensation plan that motivates your salespeople to do what you WANT them to do? Is developing a sales compensation plan a new undertaking for you? Are you are looking for tools and information that will help you do it right the FIRST time?

We provide a considerable amount of FREE information that will acquaint you with key sales compensation "basics". If your sales compensation needs are more complex, we can also provide you with a proven, step-by-step process that has helped hundreds of companies develop effective sales compensation plans.

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4. Sales Assessment Tests

One of the keys to developing a top-performing sales team is "getting the right people on the bus"...and the wrong people off the bus! How can you objectively determine whether a salesperson or sales job candidate has the talents required to succeed in your sales position?

Our specialized sales assessment tests will help you avoid expensive hiring mistakes and improve the performance of existing sales team members. This is such a critical topic that we have an entire website dedicated to helping you learn more about our unique and highly accurate approach to sales assessment testing.

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5. Sales Prospecting

The first step in the sales process is convincing strangers they need to make the time to speak with you. For many salespeople this is the most difficult part of selling!

The good news is there are experts who have developed very effective strategies for consistently keeping your sales opportunity pipeline full of quality prospects. Which of the following sound/feel like the best fit for your own unique situation, talents and interests?

• Client Attraction System
  
  
• Cold Calling - Wendy Weiss
  
  
• Cold Calling - Unlock the Game™
  
  
• Sales Lead Generation via Online (Pay-Per-Click) Advertising
  
  
• Guerilla Marketing for Hi-Tech Salespeople
  
  
• White Papers: How to Write and Promote Them

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Client Attraction System

Fabienne Fredrickson's Client Attraction System

After struggling to attract enough clients to stay in business and pay her bills each month, Fabienne Fredrickson made a commitment to learn everything she could about attracting clients. A year of blood, sweat and tears later, she found the magic formula: a verifiable, repeatable system that anyone can use to authentically and consistently fill their client pipeline and turn prospects into paying clients.

Fabienne went on to create the popular Client Attraction System®. During the past 10 years thousands of people have used it to attract more clients, make more money than ever before, and have more time off to enjoy it. It's truly amazing!

What's even more amazing is Fabienne's willingness to share her secrets in a FREE, information-packed audio CD. If you would like to receive this incredible FREE resource, click here.

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Cold Calling - Wendy Weiss

Learn How to Cold Call Effectively

Do you think cold calling is "old school" and ineffective? Think again!

In today's e-mail saturated world, when properly used the telephone can be a very powerful prospecting tool. And, in today's difficult economic environment, it is also a very cost-effective one!

How can you learn to cold call effectively? By working with the master - Wendy Weiss, the Queen of Cold Calling™. To get you started, Wendy offers a FREE, downloadable special report called, "Getting in the Door: How to Write an Effective Cold Calling Script." Click here to claim your copy!

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Cold Calling - Unlock the Game™

Ari Galper's Unlock the Game™

The sales techniques that we were taught by the "sales gurus" contradict everything we know about what it takes to build real relationships. After all, isn't selling just another human relationship - a business relationship?

No one likes to be pushed, and no one wants to talk to someone who is only out to get what they want. Yet, if you flick through most of the sales books and training manuals today, you'll find a constant flow of messages like:

• Focus only on closing the sale
• Always be closing
• Be relentless
• Accept rejection as a normal part of selling
• Chase the sale

Translation: Get the sale at the expense of the human relationship!

Ari Galper, the founder of the best-selling sales program Unlock The Game™, has "cracked the code" on how to make the shift from chasing the sale to building authentic relationships based on trust, authenticity and integrity, creating more sales than you could ever imagine. And, he'll let you "test drive" 10 lessons for FREE! Click here to take advantage of this valuable offer!

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Sales Lead Generation via Online (Pay-Per-Click) Advertising

The Definitive Guide to Google Adwords

Google has a system that makes it possible, for the first time in the history of the world, to deposit five bucks, write a couple of ads, and instantly get access to over 100 million people - in less than 10 minutes. It's called Google AdWords and it's hot. In fact it may be the first and best thing to do to get traffic to your website.

But, it's not always as easy as I just made it sound - AdWords has some nuances, and most people have a rough time at first. The good news is Perry Marshall has written a very helpful FREE e-course called "5 days to success with Google AdWords". You can subscribe to this FREE course by clicking here.

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Guerilla Marketing for Hi-Tech Salespeople

Guerilla Marketing for Hi-Tech Salespeople

Most salespeople spend all day dialing for dollars, chasing prospects who are mentally (if not physically) backing away from them. At the same time, most companies spend all kinds of money on advertising and don't get nearly enough bang for their buck.

Perry Marshall's "Guerilla Marketing for Hi-Tech Salespeople" is a FREE, information-packed audio CD that discusses 21 principles you can use to eliminate cold calling and wasted advertising dollars in today's fiercely competitive B2B marketplace. To sign up to receive this FREE resource, click here.

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White Papers: How to Write and Promote Them

The Definitive Guide to Writing and Promoting White Papers

If you sell any kind of complex service, technology or sophisticated product, a White Paper is the best way to educate your customers about that technology. You can use a white paper to build your credibility, get free exposure in the press, attract new customers, and drive new technology into change-resistant, conservative markets.

Most white papers are either too technical (boring) or too commercial (thin and cheesy) - but Perry Marshall has written a guide that shows you how to strike the perfect balance. What's most important of all, though, is promoting and publicizing your white paper - because the best white paper in the world is no good unless somebody reads it!

To learn more and get a FREE five-day e-mail course, “Attract More Customers With White Papers”, click here.

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6. Other Useful Products

We are pleased to recommend a variety of products that will help you and/or your salespeople develop mastery in areas that will positively impact your sales team's performance. These include:

• Business Expert Webinars
  
  
• Ideal Outcome System™
  
  
• Public Speaking Tips and Techniques
  
  
• Sales Tips and Advice
  
  
• Virtual Business Training Voucher Program

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Business Expert Webinars

Business Expert Webinars

Business Expert Webinars (BEW) is an international community of business experts, including best-selling authors, award-winning speakers, and business gurus. These experts share their knowledge on a regular basis via webinar technology. Topics include all genres of business:

• Sales
• Networking
• Public Relations
• Marketing
• Real Estate
• Human Resources
• Entrepreneurship
• Management
• And many others

To view the extensive schedule and register to attend live webinars or view on-demand webinar recordings, click here.

Virtual Business Training Voucher Program

Your training budget has probably been slashed due to the squeeze on your corporate profits. Yet, you know you need to continually refine your team's skills so they get better at their jobs. You are expecting them to do more with less, but how will they learn to accomplish this? You can't spend thousands to send one person to a seminar. What can you do?

The Business Expert Webinars Virtual Training Voucher Program is designed to enhance the skills of your employees, affordably...and there is content for everyone in the business setting. From marketing, to sales, to management, we have business eLearning training programs that are designed to improve your employee's performance.

These aren't the infomercial webinars that lead you to believe you are going to learn something and all you hear is a product pitch. Our eLearning courses are focused education sessions delivered by industry experts who delve deeply into the subject matter with absolutely no marketing of their services.

By pre-purchasing seats in our virtual training program, you can save up to 34% on the registration fee for the courses. Want to extend your budget even further? Put the presentation on the screen in the conference room, put the phone on speaker, and invite your entire team to participate in the training. That's just a few dollars per person for the webinar. What could be more economical to develop the skills of your most valued resource...your people?

You’ve already waited too long to get them the training they need. Get started today! For more information, click here.

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Ideal Outcome System™

Ideal Outcome System™ Self-Paced Training

Are you struggling to achieve your goals? If you are, it's easy to blame your struggles (especially if they are financial) on the recession. It's a very convenient scapegoat.

Unfortunately, the recession is not the REAL cause of your challenges. All it has done is cast a bright spotlight on problems that were previously hidden by the "bubble economy."

If the recession isn't the problem, what is? That's a good question. The answer has three main pieces:

1. Conflict Between the Members of Your Inner Family
   
   
2. Lack of Alignment with Your Core Values
   
   
3. Ideal Outcomes Not Defined

Michelle Rigg has helped hundreds of people achieve their Ideal Outcomes. The solutions she has implemented most frequently have been refined over the years into the Ideal Outcome System™.

Click the following link for more information about the Ideal Outcome System™ and get a FREE audio recording that will help you start to create your own Ideal Outcomes fast!

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Public Speaking Tips and Techniques

Wake 'em Up! Business Presentations

If you would like to improve your speaking skills so you WOW your prospects (AND your colleagues) every time you present, we highly recommend you click here to visit a great professional level speaking site. Tom Antion, a man who has trained thousands of businesspeople to be highly effective speakers, reveals all of his advanced tips, tricks and techniques that will make you the hit of your next meeting, seminar, or other presentation. Wake 'em Up! Business Presentations is truly a great resource!

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Sales Tips and Advice

Top Dog Sales Secrets

Get powerful advice from 50 of the world’s top sales experts on everything from prospecting to negotiating to closing – and a lot more! Top Dog Sales Secrets contains over 80 quick and on-target sales lessons. It is packed with real-life examples, successful scripts, and powerful, proven advice to rapidly increase your sales. Click here to learn more.

Top Dog Recession-Busting Sales Secrets

Top Dog Recession-Busting Sales Secrets is packed with rock solid advice from leading sales experts. You get real-life examples, proven income boosting strategies, and money making insights into motivating and closing buyers. It all comes in 80 quick-read lessons that show you precisely how to grow your sales...even in a downturn! Click here to learn more.

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80/20 Sales Performance
10559 East Tierra Buena Lane
Scottsdale, AZ 85255
Toll Free: (866) 531-3917