by Jonathan Brickman | Sep 4, 2010 | Business Principles, Education, Winning Qualities
I recently read “How successful people think” by John Maxwell. Great read and I suggest you all do the same. We can always get better. If we stand still, the world will pass us by. In business, this means your competition, for you this means your...
by Jonathan Brickman | Sep 3, 2010 | Selling through story telling, Want to be a great salesperson?, Winning Qualities
We are visual beings so creating a visual is very effective to sell your solution. We all have a value proposition that we think sounds fabulous but how does that translate to your buyer in their world? Can they fully grasp the impact or are they left wondering? Your...
by Jonathan Brickman | Sep 2, 2010 | Business Principles, What is Great Client Service?
We won one and lost one today! The math of business is really pretty simple. If you want to grow you have to acquire and retain clients. I am surprised how many organizations are structured to fail at this. The focus is either on one or the other, not both. I...
by Jonathan Brickman | Sep 1, 2010 | Business Principles, What is Great Client Service?
If someone goes out of business or they change their strategy so our solution doesn’t make sense anymore..okay, I can live with that. But, if I lose a client to the competition or some other “budget” item, I am pissed! I take full responsibility...
by Jonathan Brickman | Sep 1, 2010 | How to Hire, Sales Management
I hired a new salesperson last week. If you are leading a sales operation you always need a pipeline just like prospects so you can expand as needed with a vetted group of sales candidates….and it’s always better to hire someone you know. I have made it...
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