Thoughts on sales skits
warnermd17 My “Sales in the Startup” class was assigned to preform a five minute sales conversation as part of the final grade. This project which involved a single student and the…
Motivating Salespeople A Review
In todays post I will be reviewing “How to motivate salespeople” by David Jacoby. From my understanding Jacoby is a sales consultant that assists large B2B sales companies perfect their…
The role of the SDR
One of the most common entry level sales positions is that of the SDR. The SDR, Sales Development representative, is one of the most integral parts to sales at a…
Sales calls: lessons learned
baileyaa1 I don’t know about everyone else, but I’ve thoroughly enjoyed listening in on the mock sales calls so far. I think it’s really interesting how the same types of conversations…
You Can’t Sell Anybody Anything – Rule #27
whitemanoc19 Sandler Rule #27 states that “You can’t sell anybody anything – they must discover they want it”. While this initially sounds counter intuitive, it is actually key to closing a…
King of Tigers, King of Sales
The COVID-19 crisis has given fame to many different celebrities. For many this was the first time that the names Dr. Anthony Fauci and Dr. Deborah Birx became household names.…
Don Draper and “Going for the NO.”
In part 4 of my “sales in cinema,” series we will examine one of the greatest examples of going for the no. Unlike my previous examples of sales savages, which…
Jones BBQ and Foot Massage: A Case Study on Failing to Sell TO the Customer
hansonza17 There are many ways with which to try and sell customers on a product. Some sellers focus on a price point, others on the quality of goods, while still others…
Selling in a Job Interview: How to Apply Sales Techniques When Being Questioned
gillettebt17 We’re told to think of a job interview as “selling ourselves.” We enter to show whether we are the best qualified candidate. In this, it is similar to selling a…
Improve Your Improv – You’re Gonna Need It
hondelha17 In chapter 8 of Daniel Pink’s book “To Sell is Human,” the reader learns the importance of improv to sales. When I first read that, I didn’t understand how those…