This article is a good overview of the different tactics that can be used to overcome any unnecessary manipulation tactics. The use of sales manipulation tactics has become increasingly prevalent…
In the digital age, companies must adapt to new sales methods and the shortened lifespan of online sales leads. The article “The Short Life of Online Sales Leads” published in…
In sales we have discussed the differences between introverts, extraverts, and ambiverts. Extraverts tend to be talkative, assertive and pull energy from social interaction. Introverts differ in that they tend…
Mattson’s eighth rule for salespeople is, “when prospecting, go for the appointment”. This rule intertwines with many of his other rules in the way of respecting the prospect’s time and…
Sales, as we have learned, is a lot more complicated than the old way of thinking of sales, high pressure and ABC or Always be Closing is past a forgone…
Evan Addams, a Grove City grad and member of the Okies Fraternity, gave an eye-opening and inspirational speech full of anecdotal evidence and a heavy dash of reality. He highlighted…
We just learned in Sales in the Startup about attunement from Pink. Attunement means “it is the ability to bring one’s actions and outlook into harmony with other people and…
I think a major life lesson can be gained that comes out of Mattson’s Rule # 8- get then appointment. Before I begin on the life lesson I think it…
Society tends to classify people either as introverts or extroverts with various personality quizzes that analyze people’s tendencies toward these extremes. For this reason, it is a common misconception that…
In class recently we talked about core concept #1 for Mattson’s the Sandler Rules- You Have to Learn to Fail to Win. We also talked about the idea that integral…
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Caroline Marie Dawson 
ChloeGuntrum 
Jay Wilcox III 
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