The Pay Is High and Jobs Are Plentiful, but Few Want to Go Into Sales
Trent Wick In this article, “The Pay Is High and Jobs Are Plentiful, but Few Want to Go Into Sales”, author Patrick Thomas examines the current state of the sales job market…
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The Sales Funnel
stullce20 This article about the sales funnel is a great overview of the combination of marketing and sales in the industry. The sales funnel is a widely recognized concept in the…
Selling After the Crisis
The COVID-19 pandemic has disrupted the global economy, causing significant changes in consumer behavior and business operations. In the Harvard Business Review article “Selling After the Crisis,” authors Brent Adamson…
The Future of Sales Leadership
In his article “The Future of Sales Leadership,” Scott Edinger discusses the evolving role of sales leaders in a rapidly changing business environment. Edinger notes that traditional sales leadership models,…
How to Overcome Sales Manipulation and Sell Without Deceit
This article is a good overview of the different tactics that can be used to overcome any unnecessary manipulation tactics. The use of sales manipulation tactics has become increasingly prevalent…
The Short Life of Online Sales Leads
In the digital age, companies must adapt to new sales methods and the shortened lifespan of online sales leads. The article “The Short Life of Online Sales Leads” published in…
The Art of the Question
Mason Sales, as we have learned, is a lot more complicated than the old way of thinking of sales, high pressure and ABC or Always be Closing is past a forgone…
Get the Appointment
Jay Wilcox III I think a major life lesson can be gained that comes out of Mattson’s Rule # 8- get then appointment. Before I begin on the life lesson I think it…
A Lesson on Outcomes
kapusinskija19 In class recently we talked about core concept #1 for Mattson’s the Sandler Rules- You Have to Learn to Fail to Win. We also talked about the idea that integral…
Harvard Business Review and Sales
Preston Field The article “What Makes a Good Salesman” in the Harvard Business Review provides an insightful analysis of the qualities that make a successful salesman. The article argues that a good…