by Jonathan Brickman | Dec 14, 2012 | Business Principles, Communication, Want to be a great salesperson?, Winning Qualities
I think the world is governed by the basic laws of Physics and the law I think we all should live by the most is Sir Issac’s 3rd Law of motion. For every action, there is an equal but opposite reaction. Business is really very simple if you keep this law in...
by Jonathan Brickman | Nov 28, 2012 | Business Principles, Sales Management
This expression is true for any work around the house and one can extend this expression as a metaphor for hiring people. Too often we pick up a hammer because it’s the most convenient tool in the box but it’s not the right tool to use for the job....
by Jonathan Brickman | Sep 8, 2012 | Business Principles, Communication, Sales Management
I heard it again this week and it reminded me how important it is for the leadership to communicate to the troops. Sure, the management team know the plan, the financial picture, the competitive landscape…but does the entire company know what the story is?...
by Jonathan Brickman | Aug 29, 2012 | Business Principles, Culture, Inspiration, Sales Management
Q. How much does it cost to tell someone they did a great job? A. It doesn’t cost anything except a few moments of time. Q. So why don’t we do more of this? A. Because most of us focus on the bottom line and not what drives it, people....
by Jonathan Brickman | Jun 29, 2012 | Business Principles
I have this photo in my house. I guess I should hang it over my desk to remind me to take a break every once in a while. This week was a long and demanding week and I need a little time to relax and process. As much as we all think we should keep pushing,...
by Jonathan Brickman | May 9, 2012 | Business Principles, Relationships, Want to be a great salesperson?
Maybe this is common sense to some of us but I am still amazed at how many sales professionals are still pushing products with a rigid “script”. The following article is spot on in my opinion. Stop selling to increase revenue Just...
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