by Jonathan Brickman | Feb 8, 2011 | Real Stories to learn from, Want to be a great salesperson?, What Happened Today, Winning Qualities
I will never forget the one sales course I took many years ago. The instructor was great…high energy, engaging,….but I don’t remember much of the theory besides something about peeling back the onion and asking open-ended questions…. What I...
by Jonathan Brickman | Feb 4, 2011 | Real Stories to learn from, Relationships, What Happened Today
…when the phone’s gonna ring and you have a deal. That’s the fun part of sales. One minute you’re wondering where the next deal is coming from and the next minute you’re back in business. Received an email from a former client tonight...
by Jonathan Brickman | Jan 28, 2011 | Closing, Real Stories to learn from, Want to be a great salesperson?, What Happened Today
We had a prospect this week tell us that we didn’t have a deal because of their budget constraint. It would have been easy to move on but we made a call, figured out a compromise on the structure and offering and we made a deal. In my experience,...
by Jonathan Brickman | Jan 20, 2011 | Real Stories to learn from, Want to be a great salesperson?, Winning Qualities
Okay, I had my money on Tom Brady and my Patriots, but I’m all in for the Steelers now! Unlike Big Ben, Tom couldn’t make it happen and that’s the end to a great year. The best team (product) doesn’t always win for a host of reasons. I am...
by Jonathan Brickman | Jan 16, 2011 | Inspiration, Leadership, Real Stories to learn from, Want to be a great salesperson?, Winning Qualities
I’m not talking about that big clock in London, I’m talking about the Pittsburgh Steelers quarterback…did you see the game yesterday? Great win! How many of us give up when things get difficult, we lose a couple deals, a new competitor comes into...
by Jonathan Brickman | Jan 7, 2011 | Inspiration, Real Stories to learn from, Winning Qualities
Here’s a name I bet very few know but I do, because he’s a local kid from that crazy town, Malden, where I grew up. Guess what’s so special about him – He went the distance with Micky Ward, “The Fighter”. I knew John Rafuse and his...
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