by Jonathan Brickman | Sep 15, 2018 | Closing, Sales Process
But, you still have to get the horse to drink! I declared my view on the social selling craze a while ago, but I feel compelled to get on my soapbox again, because I see no end to the tsunami of sales enablement tools and efforts to create opportunities and I think we...
by Jonathan Brickman | Nov 1, 2017 | Closing, Sales Management, Sales Process, Want to be a great salesperson?
There are many catch phrases we use to try to understand how much business we are going to book for the month, the quarter, the year… whatever the time period is…and we obsess about this target until the window closes. It’s a funny game we play and...
by Jonathan Brickman | Jul 27, 2014 | Closing, Marketing, Real Stories to learn from, Sales Process
I was having a laugh with my wife about today’s view on sales in the B2B world. We no longer refer to the process of persuading someone to exchange money for your product or service as “selling”. Rather, we now guide someone through their buying...
by Jonathan Brickman | Aug 5, 2013 | Closing, What Happened Today
Don’t you hate when you finally get the news that you had a “great product” but “we decided to go another direction”? I got that message today. We came in the top 2 out of a half dozen vendors. I guess I should feel okay but it still...
by Jonathan Brickman | Jul 9, 2013 | Closing, Want to be a great salesperson?
I had to get my car serviced last week so I decided to spend the 60 minutes or so messing around the dealership. I had my son with me, who loves cars, so we decided to test drive some new cars for kicks. I told the salesperson that I wasn’t really a buyer but...
by Jonathan Brickman | Jun 14, 2013 | Closing, Communication, Selling through story telling, Want to be a great salesperson?
If you can make your sales process interesting then you have a better chance to connect and add a personal element to the opportunity. Â Otherwise, I think the sales 2.0 folks are correct and I would rather spend my money on a great marketing engine and a...
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