The Problem the Prospect Gives You
Andrew Beckman Another one of the topics that Professor Sweet taught that resonated with me, was the rule that the problem the prospect gives you is never the real problem. I thought…
Why You Should Use The Pain Funnel
Lindsey Mason Consider this scenario: You sell a product or service that is really unique. You call on two companies just at a time when they are unhappy with their current vendors.…
Four Big Mistakes that Most Salespeople Make
In this class we have been addressing The Sandler Rules. While many of them are great thinks to think about while trying to sell, the ones I have listed below…
Internet Sales Tax
stormnm1 The drive to implement an online sales tax has increased in recent years, thanks to the efforts of leading retailers and local government authorities. In terms of the former, retail…
Amazon’s Sucess
Amazon was launched as a start up almost 20 years ago, and has a market capitalization of $132 billion and revenues of $61 billion. The startup was founded on three…
Etsy
Since it launched in 2005, the Brooklyn-based company has grown steadily. The site has 25 million members, employs more than 400 people in the U.S. and abroad, and has helped…
eBay
eBay is an internet sales website where users both post and sell products that they possess. eBay has over 93 million users, making it the most successful online auction site.…
Finding the One Percent
One of the things that has stuck with me over this semester, was in one of our more recent lectures, where Professor Sweet talked about finding the one percent. I…
Improvisation=Independence and Initiative
SchielaAC1 As improvisation becomes the new norm in sales, sales people must become more independent and willing to take initiative in the sales process in order to be successful. They cannot…
Why Do Companies Fail to Select Top Salespeople?
vaneerdenjk1 Salespeople (especially those who are of the “seller” type) are often the revenue drivers of organizations, both large and small. A strong sales force has the potential to grow a…