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 | Dec 17, 2010 | Closing, Negotiating, Real Stories to learn from, Want to be a great salesperson?, Winning Qualities
….if you don’t, I guarantee that you will be pulled around by the buyer. Buyers are like dogs. I remember when I was a kid and used to walk by a neighbor’s house where there resided an oversized German Shepherd. Every time our eyes met, he could...
by Jonathan Brickman | Nov 11, 2010 | Real Stories to learn from, Want to be a great salesperson?, Winning Qualities
…it’s time to get more focused and work even harder. The wonder of sales is when you least expect it, something happens and then it’s off to the races again. Magic! Most people give up too early before things happen. Persistence brings the...
by Jonathan Brickman | Nov 8, 2010 | Real Stories to learn from, What Happened Today, Winning Qualities
I arrived at my office this morning to find my door locked and no key, no way in…. One of my salespeople said “I can get in” and proceeded to remove a tile from the drop ceiling, snake a telephone cable with a loop over the transom, caught the door...
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...
by Jonathan Brickman | Oct 1, 2010 | Communication, Real Stories to learn from
Some people think we are reaching the tipping point and we are get too carried away with this stuff. I don’t know if I am in that camp yet… but it does amaze me the amount of wasted time on LinkedIn, Facebook, twitter,…. I jumped into a LinkedIn...
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