by Jonathan Brickman | Jun 2, 2018 | Real Stories to learn from, Sales Management, Want to be a great salesperson?
This is a cliche, yes, but one worth revisiting in the day of social media and self publishing. As an example – I volunteered to interview a potential sales candidate for a business I am consulting with and my only objective was to tease out the truth and the...
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 14, 2014 | Sales Management, Want to be a great salesperson?, What Happened Today
Wow that was fast!!! – I heard this again, today, from someone I called back in response to an inquiry. This person, like others, was surprised to hear from someone so “quickly”. Quickly? I am a salesman…someone sends in an inquiry indicating...
by Jonathan Brickman | Jul 2, 2014 | Sales Management, Winning Qualities
Common sense, but certainly worth repeating. 7 Things Well-Liked People Always Do By Peter Economy | Inc – 21 hours ago They like you, they really like you! Or do they? Likeability can make you a better manager and leader. And you’ll like being more likeable....
by Jonathan Brickman | Sep 25, 2013 | Business Principles, Sales Management
Creating a sales organization to cover the market is no easy feat and needs to be revisited often as you gather more intelligence about the market and market dynamics. Sure, it’s fast and easy to come up with a simple geographical approach but in order to...
by Jonathan Brickman | Aug 8, 2013 | Sales Management, Want to be a great salesperson?
Here is an excerpt from a very long, but very typical, promotion for a sales training course that went on for days….they always end with this: And it’s no coincidence that you have been reading this far right now. I believe there are no accidents in our life. We...
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