by Jonathan Brickman | Aug 5, 2010 | Want to be a great salesperson?, What Happened Today, Winning Qualities
I was on a panel today in Silicon Valley and had the privilege to share some views on sales and marketing. It was an interesting day – learned a few things, exchanged some ideas, met some new folks, all good. Our education system fails to emphasize the...
by Jonathan Brickman | Aug 5, 2010 | Business Principles, Want to be a great salesperson?, Winning Qualities
What do you do when the prospect just wants to stay the course and you want them to make a change, meaning buy your product because you know it’s a better decision? Sometimes you have to take a chance and put your prospect on the spot and challenge their...
by Jonathan Brickman | Aug 3, 2010 | Closing, Sales Management, Want to be a great salesperson?
I had a salesperson once who made more calls than any human being I have ever seen. The problem was, he didn’t close very many. One day I asked him how many real conversations he had with qualified prospects and the answer was as expected – not very...
by Jonathan Brickman | Aug 3, 2010 | Education, Want to be a great salesperson?
A trusted colleague told me about another great read, so wanted to share this – Delivering Happiness It’s on the way to my house. Will let you know what I think. Keep reading, seeing what other great leaders are doing, to expand your horizon....
by Jonathan Brickman | Jul 31, 2010 | Business Principles, Communication
Is it me or have you noticed that everything is too much. Websites are too wordy. Products are too complicated. Emails are too long. Salespeople tend to talk too much. We have way more information coming at us than we can possibly absorb! Why is that? I say, keep...
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