The Trend That Is Changing Sales
stullce20 In the article “The Trend That Is Changing Sales,” the authors argue that the rise of social media and other digital technologies is fundamentally changing the way that sales are…
Sales Teams Need to Stop Focusing on the Customer Funnel
The article “Sales Teams Need to Stop Focusing on the Customer Funnel” challenges the traditional approach to sales and suggests that sales teams should focus less on the customer funnel…
Perception is key
Jack Henne This topic involved being a good perspective taker and tapping into your empathy side. The reason this stood out to me is because this was something I used in product…
Appointments
In class, we discussed rule #8 by Sandler which was “when prospecting, go for the appointment”. I was told something similar when I worked for Cutco. Obviously, the sale is…
letting it happen
Craig Nyguist I think that one of the biggest selling points that make me like a salesman is when I feel like they aren’t pushing something on me. We brushed over this…
Interrogative Self Talk
GustafsonNR20 As we talked about in class, interrogative self-talk is much more successful than declarative self-talk. Declarative self-talk is not a terrible thing because it can help build self-confidence, however it…
Prospecting to an Appointment
Caden Prospecting is hard. To go even further, it sucks. No one likes putting themselves out there to be faced with rejection after rejection, but it beyond necessary. Putting yourself out…
Do Your Homework
Trinity Blank “Doing your homework” is a key step in the sales process. Doing homework well requires time, research, and intentionality. If you only put in partial effort, your work and grade…
Buoyancy
hollenbaughdb19 We live in a society full of complacency, where most people take failure as their sign to exit a practice or vocation. ‘We’ll see if I’m good at it,’ ‘Not…
The 5 Things All Great Salespeople Do
Trent Wick In the Harvard Business Review article “The 5 Things All Great Salespeople Do,” author Marc Wayshak identifies five key habits that distinguish great salespeople from their average counterparts. The first…