by Ray Lichtman | Dec 11, 2017 | Marketing 101
I saw a good movie the other day: ‘Boiler Room’. It’s all about high-pressure stock brokers and how they approach cold-calling. Giovanni Ribisi, Ben Affleck, Vin Diesel and others starred. Very well done. One quote I found really valuable was when Jim Young (Ben...
by Ray Lichtman | Dec 4, 2017 | Marketing 101
I was teaching a sales class earlier this month and I asked everyone to pause for just a moment and to take a look at their watches. “Let’s see how long a full minute is. 60 seconds. Just be quiet for that period of time.” BTW – You can try this...
by Ray Lichtman | Nov 28, 2017 | Marketing 101
Just about every sales training program focuses on marketing to C-levels, VPs, Directors, Managers and other influencers. Grabbing their attention. Informing them. Conversing with them. Securing their open-mindedness to learn more. Eventually hopefully to commit and...
by Ray Lichtman | Aug 28, 2017 | Sales & Marketing
When you pick up the phone and call executives or influencers, you are NOT targeting actual individuals to impart your message. But in fact, you are targeting the salesplan and incentive program they are operating under. Often what you feel is the logical approach...
by Ray Lichtman | Dec 16, 2016 | Sales & Marketing
After selling for over 50 years in the technology sector, I have found that certain rituals at the beginning of the year can make all the difference between making quota and achieving bonuses. When you are working on your prospecting, some of these selling techniques...
