Sell Small
Spencer Strimbu As sales people, we often become more driven to work on “big sales” prospects. The huge payoff if we win the sale swindles us into working hard, not smart. We…
2016
Tips For Cold Calling
dormands1 We have talked about making cold calls a few times in class and potentially how awkward/frustrating they could be. Well here are seven tips on how you can be more…
Sketchy Sales Tactics on LinkedIn That Need To Stop
alferyjp1 As big of a platform LinkedIn is for developing connections and furthering businesses, some sales tactics have detrimental consequences. In recent trends, unfortunately for salespeople, some have moved many of…
ProfilePasser – Sam Weber
seitztm1 Sam Weber, a 2014 Grove City College graduate, is the CEO and Founder of ProfilePasser. I thoroughly enjoyed hearing Sam’s story and the insight that she had to give about…
Golden Ratio
Thompsonle1 Every leader is going to run into a time when their employees, friends, kids or even spouse fail or make a mistake. The key is being able to take failure…
“Going for no” gets me EVERYTIME
HayesAS1 I never thought “going for no” was a sales tactic- I guess I always thought the salesperson was genuinely throwing me a bone/an out. It was funny to me to…
The REAL Problem.
sweetee1 Rule #38 | Problems Rule numbe 38 of Sandler’s Rules states that “the problem the prospect brings you is never the real problem.” This statement is referring to sales, but…
Selling Principles Salespeople Often Get Wrong
Klaerenmk1 I was reading an article from Forbes.com titled “10 Essential Selling Principles Most Salespeople Get Wrong” and I thought it correlated well with what we have been studying in class…
Three Sales Tips from Jill Konrath
Sellers need to create value with each interaction. One of a company’s most consistent competitive advantage is its sales force. So in order to be successful each interaction with a…
Learn to Delegate
porterjj1 When Evan Addams was here with us for his third and final visit, he said something quite profound that struck me. He spoke for a while on “burning out” or…