by Jonathan Brickman | Oct 25, 2012 | Sales Management
I couldn’t resist the temptation to post about a story I just heard about a particular sales manager who is insisting that every salesperson make a set number of cold calls every day as a means to increase revenue. I just don’t get this use of metrics as a...
by Jonathan Brickman | Oct 25, 2012 | Want to be a great salesperson?, Winning Qualities
I am short on patience but sometimes it’s necessary to advance one’s agenda. I was reminded of this the last couple days… Sometimes it’s appropriate to just sit quietly and listen instead of looking for an opening to advance your agenda....
by Jonathan Brickman | Oct 12, 2012 | Communication, Want to be a great salesperson?, What is Great Client Service?, Winning Qualities
Some people say there are no original thoughts… I think there are still some creative folks out there so I say if you can figure out a way to stand out with some creative thinking you will have a positive impact otherwise you will fade into the background with...
by Jonathan Brickman | Oct 11, 2012 | Closing, Want to be a great salesperson?
It takes time for the brain to catch up with the gut when it comes to most sales processes so while you are patiently waiting for your buyer to make their way through the intellectual buying and decision stages… continue adding value along the way that will...
by Jonathan Brickman | Oct 9, 2012 | Communication, Want to be a great salesperson?, Winning Qualities
There is a reason Microsoft products come with spell check… Use it! Or your proposal may get stuck on the bottom of the pile. Brick
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