Articles By Michael Atkinson

Sales literature is no replacement for sales people

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

Answering the unasked question

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

The art of the cold call

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

Sales seminars and short lived results

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

Don’t talk too much on sales calls

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

Can techies sell?

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