by Jonathan Brickman | Sep 25, 2013 | Business Principles, Sales Management
Creating a sales organization to cover the market is no easy feat and needs to be revisited often as you gather more intelligence about the market and market dynamics. Â Sure, it’s fast and easy to come up with a simple geographical approach but in...
by Jonathan Brickman | Sep 23, 2013 | Lead Generation, Sales Process
Maybe it’s my engineering background or maybe it just makes good sense to optimize resources. I think lead generation should be mostly a mechanical, repeatable process as opposed to relying on cold calls, trade shows, linkedin…build an engine. I have...
by Jonathan Brickman | Sep 23, 2013 | Want to be a great salesperson?, Winning Qualities
This is really good and captures the truth about sales in really simple terms. The truth of the matter is – you can’t sell something until someone is ready to buy, period. Most of the sales process should be about building a relationship so when the...
by Jonathan Brickman | Sep 20, 2013 | Want to be a great salesperson?, Winning Qualities
I remember a call with my uncle, who was a professional salesman, telling me he could finally stop “pushing” now that he retired. There simply is no end to a day or pursuit of business if you are a salesperson. Someone posted this cartoon today, which...
by Jonathan Brickman | Sep 19, 2013 | Want to be a great salesperson?, What Happened Today
I am not a big fan of cold calls anymore with all of the tools we have at our disposal, but I still make some calls…just to stay sharp and preserve the fine art of calling a stranger. And, I do think there is still room for some cold calls. But, I do love...
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