by Jonathan Brickman | Jul 31, 2010 | Business Principles, Communication
Is it me or have you noticed that everything is too much. Websites are too wordy. Products are too complicated. Emails are too long. Salespeople tend to talk too much. We have way more information coming at us than we can possibly absorb! Why is that? I say, keep...
by Jonathan Brickman | Jul 30, 2010 | Business Principles, Sales Management
I have learned over the years that it’s great to have the best product, but if you want to create a scalable business then you must have the right operating model in place to crank out business and handle a growing client base. I by no means have the market...
by Jonathan Brickman | Jul 29, 2010 | Closing, Want to be a great salesperson?
We are all over-trained to ask questions as opposed to talking so much, right? This is fundamentally a good idea, but let me ask you a question – What kinds of questions should you be asking? Do you think it’s useful to ask the same routine questions that...
by Jonathan Brickman | Jul 21, 2010 | Want to be a great salesperson?
This is really true but only if you are working hard and smart every day. We had a great surprise this week when a client we have been working diligently called us and asked for a corporate license that would mean a very significant upsell for us. Basic blocking and...
by Jonathan Brickman | Jul 18, 2010 | What is Great Client Service?
When’s the last time you heard a client say WOW? Do you remember? Have you ever heard this word? When you hear this, you should feel great because that means you did something special that no one else does. This is the magic word in client service you should...
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