The Brickseller
If you have questions or topics you want to see discussed on The Brickseller, give me a call or drop me a line.
Jonathan Brickman
16355 Via Venetia West
Delray Beach, FL 33484
P: (240) 670-5323
Sales organization – How big is big enough?
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 order to...
Build the engine
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 participated...
Sell when they are ready
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 prospect is ready...
Always pushing
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 says it all....
Really?
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 getting...
Invest in your future
What do you do when you have a prospect who wants your product but is tied into a contract and can't get budget to make the switch now? I guess you have 2 choices, wait or come up with a creative solution so you don't lose the opportunity. Well, this happened today...
Just listen and they will tell you everything
Pay attention and listen. I had a quick trip to the midwest this week to make a presentation to a very large and prestigious Academic Institution and like a good student I did more listening than speaking and the outcome was terrific. I did have the advantage of...
What I learned in Mexico
I didn't think I would be writing about my vacation but even while lounging around the pool and beach there is something to learn. I have never been to Mexico, but I will certainly go back because it was a great experience and a lesson in customer service for an...
Is this a good time to talk?
This question annoys me so much I have to get on my platform again so please indulge me for a few moments. I dislike this question so much because it violates so many of the very basic tenets of selling and it's the opening line! 1. It's a closed end question - yes/no...
Gone Fishing…
My golf instructor used to tell me to relax and stop thinking so much when I would get all wacked out about my golf swing. He was right...sometimes you just need a break to get some perspective before stepping back up to the plate. Take a little time off to...
Here’s an idea…
I don't know about you but I learn best by doing as opposed to reading or watching. Instead of relying on formal training courses and other conventional approaches, try supplementing your learning by taking sales calls across a variety of industries. It really...
Why do the messages go on and on and on….
Here is an excerpt from a very long, but very typical, promotion for a sales training course that went on for days....they always end with this: And it’s no coincidence that you have been reading this far right now. I believe there are no accidents in our life. We...
GET THE LATEST UPDATES
The Brickseller Blog