Why Do Companies Fail to Select Top Salespeople?
vaneerdenjk1 Salespeople (especially those who are of the “seller” type) are often the revenue drivers of organizations, both large and small. A strong sales force has the potential to grow a…
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Two Essentials for Sales Success
The perfect combination for sales success is the perfect blend between empathy and ego. These are two seemingly contradictory qualities, but in practice, they compliment each other well. I’ll begin…
Insurance Industry: A Salesman’s Nightmare?
I recently came across an article from Harvard Business Review that covered the evolution of the insurance industry. Like most of you, I’ve long been aware of the negative stereotypes…
How Salesforce.com Changed Sales
Salesforce.com is the #1 CRM (customer resource management system), and is used by companies across the globe. This helps salespeople to manage client relationships effectively and efficiently. Up-selling is one…
Asking the Right Questions
Professor Sweet has talked extensively about the importance of asking the right questions. I think living in this information-saturated world, the value of provoking questions cannot be understated. Educationally, we’ve…
The Art of the Haggle
With the recent rise of Donald Trump, much talk has come about our nation’s leaders selling us short – leaders who fail to understand “The Art of the Deal.” In…
General Partner and Institutional Capital: The Value of Attunement
The world of fund management, and more specifically private equity, the relationship between the General Partners (GP’s) and their institutional capital partners (LP’s) is incredibly sensitive. If a fund manager…
Selling as an Equity Research Analyst
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…
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…