by Jonathan Brickman | Jun 11, 2010 | Want to be a great salesperson?
Ok, we are 2 weeks into the month and every sales manager on the planet is looking at the numbers and wondering if they have enough in the pipeline to meet their nut, right? Are you panicking yet? Activity = Business folks and steady work habits yield results so...
by Jonathan Brickman | Jun 1, 2010 | Want to be a great salesperson?
A continuation of my post on Karma… As expected, we did land a couple of surprises at the end of the month and had a decent finish! Hard work never lets you down. We can’t control the market but we can always control our behavior and in the end...
by Jonathan Brickman | May 27, 2010 | Want to be a great salesperson?, What Happened Today
Invariably, as the month winds down something comes out of left field, not in the pipeline, and you have a deal. I attribute this to Karma if you are working hard every day. The world pays you back just when you can’t see how you are going to hit your number. ...
by Jonathan Brickman | May 25, 2010 | Selling at Higher Prices, Want to be a great salesperson?
I hate this question for the record. If I am the buyer and I hear this, I start licking my chops as the pavlovian response kicks in and I start salivating ’cause I know a big fat discount is coming….. I get the purpose of the...
by Jonathan Brickman | May 25, 2010 | How to Hire, Want to be a great salesperson?
In the Sunday New York Times business section there is a standing interview with a different CEO each week and one of the questions always asked is how do you hire or what do you look for in your people. This past week’s Times had an interesting response that I...
by Jonathan Brickman | May 21, 2010 | Real Stories to learn from, Want to be a great salesperson?
Here is a true story and I will not mention names to protect the innocent, but this is one of my most memorable business stories… I was on a West Coast trip making my way up the coast from San Diego to LA and I had the privilege to have with me two freshly...
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