Here's the story. Bob was preparing for his first appointment with Harry Smith III, senior partner of a law firm – one of the most prestigious firms in Canada. Into his briefcase went
Published on: June 4th, 2003
Michael Atkinson
@itbusinessca
The Story: I’m reminded of a salesperson in a small VAR who was helping a small business owner buy a peer-to-peer network. After the system was decided upon and the salesperson had confirmed
Published on: April 2nd, 2003
Michael Atkinson
@itbusinessca
As a high tech sales rep. you are required to make many cold calls. The main problem with cold calls is not the call itself but getting past the receptionist. There are many
Published on: January 8th, 2003
Michael Atkinson
@itbusinessca
I have gone on a number of different sales seminars that claimed I would learn, yet the results are very short lived. How do I implement what I have learned and make it
Published on: November 13th, 2002
Michael Atkinson
@itbusinessca
When on a sales call, do you hear your voice more than your prospect’s? Are you displaying your knowledge in hopes of generating interest and enthusiasm? Are you discussing the features and benefits
Published on: October 2nd, 2002
Michael Atkinson
@itbusinessca
I have just been offered an exceptional position at a computer reseller, but it involves sales! I am more of a technical person. I’m uneasy with selling because I don’t like the image
Published on: August 21st, 2002
Michael Atkinson
@itbusinessca