by Jonathan Brickman | Oct 26, 2011 | Food For Thought, Winning Qualities
Why Everyone Should Work in Sales — at Least for a While By Jeff Haden | May 20, 2011 Jeff Haden Biography Jeff Haden learned much of what he knows about management as he worked his way up the printing business from forklift driver to manager of a 250-employee book...
by Jonathan Brickman | Oct 25, 2011 | Real Stories to learn from, What Happened Today, Winning Qualities
Getting an opportunity to present your solution is the biggest hurdle in the sales process so when you get your chance to bat, make it count because you may not get another chance at the plate. I was listening in on a sales call yesterday and the prospective client...
by Jonathan Brickman | Oct 19, 2011 | Business Principles, Compensation, Sales Management
Expansion Stage Sales Compensation: Are You Paying Too Much or Too Little? Oct 17, 2011 by Brian Zimmerman – compensation, expansion stage, sales management, sales teams We’ve all heard Tom Cruise’s famous line from Jerry Maguire before. You know, the one where...
by Jonathan Brickman | Oct 18, 2011 | Business Principles, Sales Management
I have always been a firm believer and practitioner of creating the right incentives to drive the desired behavior. It would be nice to rely on your employees to do the right thing for the shareholders but that’s a bonus if that happens so the sure...
by Jonathan Brickman | Oct 7, 2011 | Business Principles, Sales Management
I had yet another conversation with someone today who expressed concern about the lack of a coherent sales and client service strategy. I can’t tell you how many times I have seen and heard this same concern. These companies almost always operate under...
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