by Jonathan Brickman | Oct 3, 2013 | Want to be a great salesperson?, Winning Qualities
I saw this cartoon posted today and let me tell you…those days are long gone. If you are marketing and selling something with value then you better know your shit or you will be ushered out the door these days. There is too much data and information in...
by Jonathan Brickman | Oct 3, 2013 | Business Principles, Marketing
I had a pleasant Fall morning meeting today over a cup of coffee…and learned a thing or two. Business is business and regardless of the product or service we all have to market and sell. Of course businesses vary but the fundamentals remain the same and I am...
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...
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