Back to the Future | 5 Rising Development Trends
smileycj1 As I enter into the non-profit development field, I am particularly interested in non-sales selling in the sphere of fundraising. Here are 5 rising trends in that field from the…
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Necessary Endings | Going for the “No”
Sandler’s Principle No. 43 “You don’t learn how to win by getting a “yes” you learn how to win by getting a “no.” In this book as well as To…
The Power of Habit
This semester, I read The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg. It was a book I had heard about for…
Thin Mints, anyone?
It’s Girl Scout Cookie Season. The time of the year, when you can’t go to the grocery store, church fellowship hall, or in our case, the Student Union, without facing…
The Spirituality of Fundraising
I was recently introduced to a short book, perhaps better labeled as an essay or article, by Henri Nouwen about a Christian approach to selling ideas and organizations. In this…
How to Land a Dream Job
As a senior quickly approaching graduation, the job hunt is nearly constantly on my mind. Going through the materials for this class has made me realize how much the application…
People > $$
I think most people in today’s sales world would agree that you have to approach customers with a relationship vs. dollar sign orientation. Yet how many truly let this thinking…
The Benefits of Ice
I believe this picture concisely sums up many of the principles we have been learning about in Sales in the Startup. Being in sales is not pushing products people don’t…
One Smart Cookie: Mrs. Fields’ Delicious Recipe for Sales
While reading Mrs. Fields’ (of cookie fame) auto-biography, One Smart Cookie, I was struck by her unique sales approach. She firmly believed that the more cookies she gave away, the…
Want to take a Gemba walk?
In the world of sales management, it is typical for a manager to go on a “ride-along” with a sales force member to observe and later, critique. These ride-alongs tend…