Russell Emrick Nothing Happens Without A Sale 2020-05-24T04:07:38Z https://russellemrick.com/feed/atom/ WordPress https://russellemrick.com/wp-content/uploads/2020/04/cropped-Profit-Driven-Favicon-1.png Russ Emrick <![CDATA[Will Medical Resellers Survive?]]> http://russellemrick.com/?p=778 2020-04-27T16:39:34Z 2014-07-29T05:08:09Z With ACA reform Hospitals are consolidating, making decisions at a corporate level, and buying direct from OEMs. So the question I get asked more than any other is: Do Medical Resellers have a future? Well, I have good news. My book “Medical Device Sales Under ACA” is almost back from the Publisher. It not only answers […]

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]]> 0 Russ Emrick <![CDATA[Hope is a Strategy]]> http://russellemrick.com/?p=771 2020-04-27T16:08:43Z 2014-03-13T21:46:36Z “Hope is not a strategy” is a rant from almost every sales manager. Rick Page even wrote a book about it. Yes, hope is a strategy. The idea that hope is not a strategy is killing your sales results and probably your sales people. Rejection Everyday Sales people face rejection every single day. The best […]

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]]> 0 Russ Emrick <![CDATA[Sales is Hard – but Take A Moment…]]> http://russellemrick.com/?p=721 2020-04-27T17:30:07Z 2013-11-11T01:00:54Z This may seem like a strange post for a Sales Blog but it deserves some of your time. Sales can challenging. In the whirlwind of daily life sometimes it makes sense to step back and reflect on how great we have things – and the WHY. Below is a true story, an encouraging story of […]

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]]> 0 Russ Emrick <![CDATA[To Those With a Hammer Everything is a Nail]]> http://russellemrick.com/?p=759 2013-10-07T21:39:29Z 2013-10-07T21:31:09Z Recently I’ve been working with more and more businesses where sales are cratering. Business itself seems to be faltering. Whether its from a dysfunctional government or the uncertainty of the business climate increasing profitable sales seems to be harder than ever. People have been asking me why? Or at least what can be done about […]

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]]> 0 Russ Emrick <![CDATA[Where Can Salespeople and Sales Managers Get Help?]]> http://russellemrick.com/?p=746 2020-05-24T03:23:50Z 2013-09-29T01:44:03Z I don’t normally use this site to talk about myself so I hope you’ll bear with me because there are some ideas here that will increase your sales and your effectiveness if you lead salespeople. I spent the better part of today posting on my other sites 180SalesCoaching and Breakout Selling. I shared information on […]

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]]> 0 Russ Emrick <![CDATA[2013 Sales Compensation Report from CSO Insights]]> http://russellemrick.com/?p=734 2020-05-24T03:29:33Z 2013-09-15T18:30:31Z Every year CSO Insights publishes the largest study of sales compensation and trends in the US. The report is 37 pages long. We can learn a lot from it. Below are some of the key points on firms under $50 million: Quotas remained consistent from 2012 averaging $1.2 million per rep Quota attainment remains at […]

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]]> 0 Russ Emrick <![CDATA[Win by Competing for the Right Thing!]]> http://russellemrick.com/?p=727 2020-05-24T03:41:59Z 2013-09-11T21:17:08Z Today almost every business conversation seems to start with how much things have changed. Selling is harder. Business is harder. Open any book and the first half seems to be filled with endless reasons competition is harder, whether it is because of the internet, global competition or the down economy. Harder. Harder. Harder. But what […]

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]]> 0 Russ Emrick <![CDATA[How Did Sales Get Stuck in the 1900s?]]> http://russellemrick.com/?p=705 2020-05-24T03:50:48Z 2013-08-25T21:53:23Z “We must grow our revenue” is what every business owner is telling me these days. An annual survey of hundreds of CEOs places top-line growth as their number one priority for the past 5 years. That is sales folks – we all need more of it. While I don’t have the full answer to the […]

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]]> 0 Russ Emrick <![CDATA[Grifter or Salesperson – Integrity in Sales]]> http://russellemrick.com/?p=672 2020-05-24T04:01:39Z 2013-08-25T20:21:58Z Today I was talking to a salesperson about how they get past challenging gatekeepers. He told me that he flicks a stack of index cards against his wrist to make a helicopter sound and tells the gatekeeper, “look I’m about to get on a helicopter and I really need to tell John one quick thing.” […]

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]]> 0 Russ Emrick <![CDATA[My Wow Isn’t Your Wow – Customer Satisfaction]]> http://russellemrick.com/?p=667 2020-05-24T04:07:38Z 2013-08-24T01:16:32Z We hear a lot about sales being a part of a “Wow” experience. That if we create great customer service and be memorable our clients will be loyal, buy more from us, and our sales will improve. I wonder if that’s true? What delivers customer satisfaction and how does that impact new business development? The […]

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