The Sales of Ministry
HueberFX1 Professor Sweet used a great example from his life to demonstrate different sales personality. He talked about his “sales” role in ministry. For some of us this is a very…
The Art of the Haggle
vaneerdenjk1 With the recent rise of Donald Trump, much talk has come about our nation’s leaders selling us short – leaders who fail to understand “The Art of the Deal.” In…
General Partner and Institutional Capital: The Value of Attunement
The world of fund management, and more specifically private equity, the relationship between the General Partners (GP’s) and their institutional capital partners (LP’s) is incredibly sensitive. If a fund manager…
Selling as an Equity Research Analyst
This past summer, I had the opportunity to intern with a $2B private equity firm. The firm’s point of differentiation, as far as investment strategy, was to invest in environmentally…
The Importance of Identifying Customer Pain
The most poignant thing we’ve discussed in class thus far in the semester is the idea of identifying customer pain and how important that is to any business; large or…
The Product Enhancement of Selling a Mission
We’ve spent a good deal of time in this class discussing the individual responsibilities that come with selling. This, of course, is probably most relevant for us as students, considering…
Automotive Sales from a Customer’s Perspective
wisebs1 In November I was looking into buying a new truck. I thought I could get a good Black Friday/ end of the model year deal and the truck I had…
Cold Calling
dalmasote1 Sandler explains how prospecting is required in order for a business to grow and succeed in the 7th rule on his list. Prospecting is widely hated among salespeople. The reason…
Qualities of a Salesperson
stormnm1 1.A hunters mentality. A salesperson should be like a fisherman who wakes up everyday excited about the “big fish”. This is someone who is willing to go through all of…
Learned Helplessness
Yoheytj1 “Wonder rather than doubt is the root of knowledge” ~ Abraham Joshua Heschel In the 1970s a young psychologist by the name of Seligman came to bring a counter theory…