by Jonathan Brickman | Sep 14, 2010 | Leadership, Real Stories to learn from, Sales Management
I was a decent, not great, basketball player with big dreams! I didn’t need much external motivation because I loved the game and was driven for other reasons so I played 6 hours a day to perfect my game. I dribbled a basketball everywhere…got thrown out...
by Jonathan Brickman | Sep 1, 2010 | How to Hire, Sales Management
I hired a new salesperson last week. If you are leading a sales operation you always need a pipeline just like prospects so you can expand as needed with a vetted group of sales candidates….and it’s always better to hire someone you know. I have made it...
by Jonathan Brickman | Aug 3, 2010 | Closing, Sales Management, Want to be a great salesperson?
I had a salesperson once who made more calls than any human being I have ever seen. The problem was, he didn’t close very many. One day I asked him how many real conversations he had with qualified prospects and the answer was as expected – not very...
by Jonathan Brickman | Jul 30, 2010 | Business Principles, Sales Management
I have learned over the years that it’s great to have the best product, but if you want to create a scalable business then you must have the right operating model in place to crank out business and handle a growing client base. I by no means have the market...
by Jonathan Brickman | Jun 12, 2010 | Sales Management, Want to be a great salesperson?
I never “prepare” for a sales call. In fact, I have never studied for an exam either….you know why?  Because, how can you prepare for something that hasn’t happened? We are not robots folks; we...
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