Sales Profiles- The Challenger Sale
SmithRM1 It’s always interesting to have a guest speaker in class, and Evan Adams has yet to disappoint. His most recent lecture about the book “The Challenger Sale” was particularly fascinating.…
2018
The Horrors of Telemarketing
Levi Roberts The minutes drag on like hours. The hours last for days. The room smells like cheap coffee and 30 year old wood paneling. A cloud of depravity & sadness broods…
Everyone Is An Ambivert
Quick – do you prefer talking to your friends or being alone? Do you like connecting with your family or browsing social media? I’m guessing that you thought “both” for…
What in the world is Kenosis?
egelandmg1 As you can probably already tell, I did not get a 100% on the sales midterm. The question about what kenosis is and how it relates to professional salespeople really…
The Challenger Sale
haywardjs1 Evan Adams has been to two classes, to talk to us how to sell well an also about his story with No Wait. A key insight that I have learned…
So, What Do You Do?
In this riveting episode of “SalesTales 9000” we discuss that delightful exchange known as ‘conversation starters.’ So many times, I have been engaged in a conversation with “what do you…
Night of the Living Features
David Sandler & Professor Sweet continue to spit fire. Don’t spill your candy in the lobby, says Sandler. Funny name for a rule, isn’t it? Entertaining imagery is invoked. But…
Death to Pre-Concieved Notions
I will never view the world the same. As part of this sales class, we’ve learned that selling has changed in the past few decades. Nefarious practices were once the…
The Art of Questioning
Ryan Budnik What do you do? What is it that motivates you? And that means? What’s your biggest struggle? The preceding questions are all examples of how to move a prospecting conversation…
Dr. Entrepreneur vs. Mr. Salesman
Let me spin you a tale of two men in one. I had always hated sales. That didn’t mean I wasn’t good at it from time to time, and it…