by Jonathan Brickman | Jan 5, 2011 | Communication, Real Stories to learn from
Turns out we missed reaching our revenue goal for December because our email/proposal was blocked by a spam filter. Can you believe that? Moral of the story – pick up the phone because as much as we rely on technology to make humans more efficient, sometimes...
by Jonathan Brickman | Nov 24, 2010 | Communication, Relationships
In honor of Thanksgiving…thanks to all of you for your readership and comments. Your participation is what inspires me to continue sharing thoughts with you all. For those of you who I may have helped, even a little bit, I am thankful. Enjoy the holiday and...
by Jonathan Brickman | Nov 12, 2010 | Communication, Want to be a great salesperson?, Winning Qualities
…to engage someone when they ask you “So, what does your business do?”. This is called an elevator pitch, because this is how long the ride is from the lobby to the top floor, and sometimes that’s all the time you have to convey your message so...
by Jonathan Brickman | Oct 27, 2010 | Communication, Want to be a great salesperson?, Winning Qualities
A well-known Wall Street research firm once wrote a white paper declaring the death of the institutional salesman. No way Jose! If that were the case, people would be buying everything through e-commerce and there would be no salespeople employed. The world still...
by Jonathan Brickman | Oct 27, 2010 | Business Principles, Communication, Sales Management
How come salespeople always want to underestimate their forecast? I don’t get it. I just had my top salesperson tell me about a deal that will sign and when asked about this on Monday he had a “dunno…answer”. What is the...
by Jonathan Brickman | Oct 6, 2010 | Communication, Real Stories to learn from, Want to be a great salesperson?
Well, somehow we clawed our way back and won the deal! There are ongoing debates about whether it’s better to have the best product or the best sales team. I believe you need both to win consistently but if the buyer is on the fence then salesmanship wins...
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