by Jonathan Brickman | Sep 20, 2011 | Sales Management, Want to be a great salesperson?
I had a call with a prospect yesterday who passed on our service a couple of years ago. The notes said it was price but the prospect said it was coverage of his requirements…which one was it? Maybe it was both? The point is – be very clear to understand...
by Jonathan Brickman | Jul 15, 2011 | Business Principles, Inspiration, Sales Management
I played around with woodworking over the years and learned the golden rule to always get the right tool out of the box…. How much time do you spend hiring and finding the right person for the job? As an investor don’t you want the right leadership team?...
by Jonathan Brickman | Jun 23, 2011 | Leadership, Sales Management
Salespeople are a lot like athletes and maybe that’s why I like building and coaching a salesteam. I often have people tell me and empathize with me about my job and the challenges of dealing with these personalities. I love it and that’s what I find...
by Jonathan Brickman | Jun 12, 2011 | Inspiration, Leadership, Real Stories to learn from, Sales Management
I wanted to share some thoughts and lessons I learned coaching my 7 year old’s soccer team this season that translate to business: 1. Create structure – admittedly, this isn’t easy for 7 year olds but it was amazing to see the impact of teaching the...
by Jonathan Brickman | Apr 19, 2011 | Business Principles, Sales Management
This is an internal email that illustrates a point, the power of a role based team and consistent execution: We have a great team and what makes us a great team, among other things, are the roles we all play to make the processes run smoothly internally and client...
by Jonathan Brickman | Apr 5, 2011 | Negotiating, Sales Management, Want to be a great salesperson?
Saw this course description from Richard P. Farrell and think it hits the nail on the head so wanted to share this: Prospects will do whatever it takes to commoditize your product. Here’s how customers, using the “Client...
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