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…
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…
3 Ways to Differentiate Yourself and Your Offering in Sales
dormands1 It’s been said that some people believe that companies with great products have great salespeople and companies with low quality products have low quality salespeople. This may seem kind of…
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…
Believe in What You Sell
Spencer Strimbu After hearing some of the reports on the sales project, it has become more apparent of the importance of believing in what you sell. I experienced this first hand when…
Conquering Anxiety
alferyjp1 After reading one of the blogs presented by one of our classmates, I couldn’t help but share my thoughts about the topic of nervousness. The blog spoke volumes to me…
Finding a “Chink in the Armor”
Similar to Grace’s recent blog post about the art of storytelling, finding a “chink in the armor” is crucial when furthering connections and establishing long-lasting relationships. As a current sophomore…
Why Follow-Ups Can Make It or Break It
Every salesperson goal is to simply close a deal with the result of reaping benefits in the future. Although a lot comes into play when actually closing a deal, sometimes…
Character Traits Every Salesperson Should Possess
Throughout the course of our class, Dr. Sweet has emphasized the importance of multiple character traits a salesperson must portray in order to be effective. From the outside looking in,…