A Really Good Commencement Address
becky.torre Did my title reel you in? Thought so. Don’t ever accuse me of being anything less than creative. Maybe it’s the close of the semester quickly approaching, the last for…
Sales Tips
That Annoying Customer: Listening is a Virtue
smithza1 It is going to happen to everyone if it has not already. Every one of us is going to have to deal with just a terrible customer. A customer where…
Experts in Sales
tfaulkner1 In Freakonomics, Stephen Dubner and Steven Levitt analyze how experts use their position to their advantage. The two focus on Real Estate agents and how they, like all experts thrive…
3 Lessons We Can Learn from Dan
Dan Waldschmidt is a business strategist, speaker, and chief content creator at Edgy Conversations, a sales blog ranked in the top 7 by the Wall Street Journal. Securing an entry-level…
Features or Benefits?
Guentheraf1 Watch the movie above if you want a good laugh! The movie Tommy Boy is ripe with all kinds of sales hilarity. This scene is completely absurd, yet I have…
Shut Up: Three Phrases that Plague Salespeople
Art Sobczak, of Smart Calling Blog, recently published a post on three phrases that all salespeople should avoid like the plague. He describes a few situations which can either make…
Always Bring Your “A” Game
metzlerbp1@gcc.edu Rule #7: “You Never Have to Like Prospecting, You Just Have to Do It”. As discussed in The Sandler Rules by David Mattson, prospecting is the process of actively searching…
Tapping SAP
In Forbes’ 2011 list of 10 Companies that Pay Salespeople Really Well (can’t get more straightforward than that, right?), SAP America Inc. is featured at the top. Located on the…
Losing the Right Sale at the Wrong Time
When we are selling anything, there is no doubt that there is a process and a timeframe to selling. You don’t want to sell to quick but you equally don’t…
Listen Up!
Fast Company printed an article called “4 Habits of Good Listeners” back in November, and I just gave it a read. When I first opened the article I didn’t necessary…