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
Confidence sells
I think we often lose track of the fundamental dynamic between the seller and buyer. Let me go back to my engineering and math roots for a minute and suggest some simple equations that govern the sales/buying process: Seller - has a solution to solve a specific...
Everyone should take a try at sales
Why Everyone Should Work in Sales — at Least for a While By Jeff Haden | May 20, 2011 Jeff Haden Biography Jeff Haden learned much of what he knows about management as he worked his way up the printing business from forklift driver to manager of a 250-employee book...
Sometimes you only get one chance
Getting an opportunity to present your solution is the biggest hurdle in the sales process so when you get your chance to bat, make it count because you may not get another chance at the plate. I was listening in on a sales call yesterday and the prospective client...
More on sales compensation…
Expansion Stage Sales Compensation: Are You Paying Too Much or Too Little? Oct 17, 2011 by Brian Zimmerman – compensation, expansion stage, sales management, sales teams We’ve all heard Tom Cruise’s famous line from Jerry Maguire before. You know, the one where...
The invisible hand of compensation
I have always been a firm believer and practitioner of creating the right incentives to drive the desired behavior. It would be nice to rely on your employees to do the right thing for the shareholders but that's a bonus if that happens so the sure thing...
Build it and they will come?
I had yet another conversation with someone today who expressed concern about the lack of a coherent sales and client service strategy. I can't tell you how many times I have seen and heard this same concern. These companies almost always operate under the "build it...
Selling Is Not About Relationships – Matthew Dixon and Brent Adamson – Harvard Business Review
Selling Is Not About Relationships - Matthew Dixon and Brent Adamson - Harvard Business Review. I love this and share this belief completely. Be a challenger! Brick
You have the solution so what’s the problem?
Isn't it frustrating when you know in your heart that you have something that will help the market but you just can't break through the noise? Does this sound familiar? 1. We don't have the budget 2. We have other priorities 3. Call me in 3 months 4. We do it...
Ask for the order
It's almost comical to me how many times I have heard salespeople make it seem that to "ask for the order" is a heroic effort. Huh...Isn't that what salespeople are supposed to do? I had a call with a seemingly well qualified, solid opportunity and I asked in a very...
Assume Yes until they say No
I think it's normal to get discouraged when you can't get through to a prospect or they stop communicating, but the reality is many times it's not disinterest in your service rather other priorities getting in the way of your agenda. I had a perfect example today,...
It’s a marathon not a sprint!
Remember the fable the hare and the tortoise? Boy, does that famous story ring true on so many levels...most of us fail because give up too soon or we simply run out of time. Did you know that is takes on the order of 10,000 hours to master something? Do you think...
Ah, a straight and honest answer!
I have been at this for a long time and the most common complaint I hear from salespeople hunting for business is they can't get an honest answer. Am I right? Closure is what we are all after and that means even if it's "no" for now. Here is a direct reply I...
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