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…
Sales Tips
3 Lessons We Can Learn from Dan
becky.torre 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
smithza1 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…
The Benefits of Ice
smileycj1 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…
Getting To Know The Customer
Cliff Hovis In my experience in dealing with customers, one thing seems to make a huge difference. The better you know the customer, the better your interactions will be. You can do…