Selling as an Equity Research Analyst
vaneerdenjk1 This past summer, I had the opportunity to intern with a $2B private equity firm. The firm’s point of differentiation, as far as investment strategy, was to invest in environmentally…
2016
The Importance of Identifying Customer Pain
The most poignant thing we’ve discussed in class thus far in the semester is the idea of identifying customer pain and how important that is to any business; large or…
The Product Enhancement of Selling a Mission
We’ve spent a good deal of time in this class discussing the individual responsibilities that come with selling. This, of course, is probably most relevant for us as students, considering…
Automotive Sales from a Customer’s Perspective
wisebs1 In November I was looking into buying a new truck. I thought I could get a good Black Friday/ end of the model year deal and the truck I had…
Cold Calling
dalmasote1 Sandler explains how prospecting is required in order for a business to grow and succeed in the 7th rule on his list. Prospecting is widely hated among salespeople. The reason…
Qualities of a Salesperson
stormnm1 1.A hunters mentality. A salesperson should be like a fisherman who wakes up everyday excited about the “big fish”. This is someone who is willing to go through all of…
Learned Helplessness
Yoheytj1 “Wonder rather than doubt is the root of knowledge” ~ Abraham Joshua Heschel In the 1970s a young psychologist by the name of Seligman came to bring a counter theory…
Selling to Individuals and Businesses
Last summer I worked with a company called Richwood Creations. They are a non-profit based out of a small depressed town in West Virginia. The company was started to give…
Being an Informed Salesperson
In the digital age, we are bombarded with information. We can almost find the answer to any question imaginable with the technology most of us carry around in our pockets…
Always Look to Grow
porterjj1 This summer I had the unique opportunity of interning with ULINE shipping supplies. I want to highlight my top 3 areas of growth as an account representative over the course…