Strategy without tactics is the slowest route to victory – Sun Tzu

Sales Platoon professionals have compiled valuable information on topics like prospecting, negotiations and pricing to give you the knowledge that you need to plan your next call. Listed below are whitepapers and e-newsletters dealing with sales related topics, as well as sites that you can use for your own research.

White Papers

5 Impactful Strategies For Unsticking Stuck Deals by Tom Searcy (Tom has a great sales website as well!)

5 Rules of Effective Negotiating by Taylor Sparks, Global Knowledge Instructor

Securing Your Price: Implementing Increases and Protecting Margins by Gregg Crawford, Ron D’Andrea, and Paul Hennessey, Bay Group International

Sales Happen in Time by Tibor Shantoponsored

How to improve your networking skills on Twitter, Linkedin, Etc. by Johnathan Farrington

The Complex Sale

Effective sales presentations: advancing the sales cycle

7 Hot E-mail Prospecting Tips by Jill Konrath (One of the best check her out).

Learning How to Sell Well in the 21st Century by Darin Hartley, M. Ed

Selling in Tough Times and Tight Markets by Walt Slaughter

Optimism = Sales Success by Synergy Success Strategies

Research Tools

Always know as much about your prospect as you can before you ever leave the transport, that’s what the Colonel always says!

Free Sites:
Johnson & Wales University
This is a FREE website that has a fantastic collection of business reference tools.

Security and Exchange Commission (SEC)
Edgar is the electronic filing system used by companies to file mandatory disclosures with the SEC. This excellent site provides free access to the filings for all public companies in an easy to use format. You can also create your own “watchlist” of companies and the site will email you with filing updates.

Yahoo Finance
Ease of use makes this site a great resource for conducting company research. Yahoo! Provides easy access to a great deal of information as you are checking quotes or portfolios, including news reports, a company profile, analyst upgrades, insider trading information and downgrades and SEC filings.

Bloomberg connects influential decision makers to a dynamic network of information, people and ideas. Their strength – quickly and accurately delivering data, news and analytics through innovative technology – is at the core of everything they do. With over 15,000 employees in 192 locations, they deliver business and financial information, news and insight around the world.


Ask Sam Deep
The colonel has known Mr. Deep for quite a while now. He supplies some great insight to not only the sales world but to the business world as well. Worth taking a look.

Eyes on Sales
This is a great newsletter dedicated exclusively to the art of selling and sales professionals. It is published by Landslide Technologies, which has also developed one of the best, if not the best CRM systems in the industry. The colonel was a beta test sight when it was first released several years ago. More on Landslide’s CRM system in “The Armory”.

Hunt Big Sales
As a speaker and leading coach with Hunt Big Sales, Tim Searcy specializes in reconstructing and optimizing sales processes throughout the country. He has been credited with over $2 Billion worldwide. He has a strong understanding on high level of hands on experience. Tim has written a lot of great pieces, including a white paper on closing that you can find on our Tactical Info page. Check out his sight, you won’t be disappointed!

Lessons in Sales
Every now and then you come across a website that is right on.  Lessons from Selling is one of those sites!  Great place to get more real life sales experience.  Nicely done guys (and gals).  Check it out.

The Sales Handicapper 
No non-sense, straight forward sales information. Skip Balch tells it like it is and has a lot of valuable things to say!