by Mike Beane | Apr 10, 2020 | Business, Life, Sales, Uncategorized
On March 11, 2020, in the United States, the true will of the COVID-19 pandemic took control. Massive layoffs, a dramatic dip in the stock market, and the fact that companies would resort to survival mode to stay in business. For me, the silver lining is being a sales...
by Pam McKernan | Mar 1, 2020 | Business, Sales, Uncategorized
What’s my one tip to sales people who are struggling to fetch long-term clients? Don’t sell; consult! To explain it fully, sales reps should start adding value to their customers and prospects instead of focusing strictly on sales, personal quotas, and numbers. The...
by Eli Goodrich | May 7, 2015 | Business, Careers, Life, Sales
In February 2015, I was approached by a seasoned and well published writer, Judy Messina, regarding an article for Crains, NY. The essence of the story was, “Senior” Entrepreneurs who launched businesses, essentially after 25- 30 years of working for...
by Eli Goodrich | Jan 28, 2015 | Blog, Business, Careers, Life, Sales
In the middle of 2014, I was fortunate to meet Jonathan Taylor, who was putting together a book on Golf and Business. He asked me to write a chapter, a contribution. Most certainly he struck two great chords for me: (a) Golf as a life-long duffer and (b) Business....
by Eli Goodrich | Apr 29, 2014 | Blog, Business, Careers, Life, Software
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...
by Eli Goodrich | Nov 10, 2013 | Blog, Business, Sales, Software
This is one of my all-time favorites. I actually hear this about 75%+ of the time when discussing a sales program with a company CEO. I am getting good at predicting when they will toss out that gem in our first conversation. Of course, this cannot be farther from the...
