The One That Got Away

The One That Got Away I caught the proverbial fish and it was this BIG. Back in 1999, I was working with a growing but still smallish system integrator out of New Jersey with 12 offices, who received an invitation to bid on a contract that was for a very large...

2.32% – A Real Sales Story

The first objective of a salesperson, a closer, is the financial gain from booking a sale. Second on the list relates to winning the deal. Everything else is … not on the list. Comp: This story begins and ends with the sale: a large sale. The sales rep, Mitch, had...