by Jonathan Brickman | May 5, 2022 | Selling at Higher Prices, Uncategorized, Want to be a great salesperson?
Price is your best lever. Don’t be afraid of it. Set your pricing carefully and then defend it with vigor. Many of us still shy away from price and think a low price strategy is what will win the day…but buyers don’t really buy on price, rather...
by Jonathan Brickman | Sep 15, 2019 | Uncategorized
There’s a new movement in the air… Authenticity And, I am happy for this, because I’m getting fatigued by watching all the Hyperbole Puffery Mutual Admiration Self serving engagement We all know it – social media encourages a lack of...
by Jonathan Brickman | Aug 14, 2019 | Leadership, Sales Management, Uncategorized
Sales leadership is not for the faint of heart… But, I love it and enjoy the challenge to create a highly functioning group of producers. Sometimes there is some blood letting along the way, and that’s just part of the process. Here is a recent exchange...
by Jonathan Brickman | May 10, 2019 | Uncategorized
Maybe I missed the seminar; I don’t know…but, it appears that”Hammer Selling” is in now Forget the clever questioning, looking for the problem, building a relationship…Nah, just constant banging over the head until they finally give up....
by Jonathan Brickman | Oct 21, 2014 | Uncategorized
I am on the train to NY checking emails, looking at my various social media platforms, and I noticed I have a half-dozen people on LinkedIn that have viewed my profile but have opted to not identify themselves. Why? I don’t get this in general, but especially...
by Jonathan Brickman | May 16, 2014 | Uncategorized
Ok, so we buy most of these items through the web these days, but we still have trunk shows, trade shows, regional events…and the same basic value for a great product still ring true. I was reading about this in Daniel Pink’s “To Sell is Human”...
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