Russ Emrick, Author at Russell Emrick https://russellemrick.com/author/russ-emrick/ Nothing Happens Without A Sale Sun, 24 May 2020 04:07:38 +0000 en-US hourly 1 https://wordpress.org/?v=6.9.1 https://russellemrick.com/wp-content/uploads/2020/04/cropped-Profit-Driven-Favicon-1.png Russ Emrick, Author at Russell Emrick https://russellemrick.com/author/russ-emrick/ 32 32 Will Medical Resellers Survive? https://russellemrick.com/will-medical-resellers-survive/ https://russellemrick.com/will-medical-resellers-survive/#respond Tue, 29 Jul 2014 05:08:09 +0000 http://russellemrick.com/?p=778 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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]]> https://russellemrick.com/will-medical-resellers-survive/feed/ 0 Hope is a Strategy https://russellemrick.com/hope-is-a-strategy/ https://russellemrick.com/hope-is-a-strategy/#respond Thu, 13 Mar 2014 21:46:36 +0000 http://russellemrick.com/?p=771 “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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]]> https://russellemrick.com/hope-is-a-strategy/feed/ 0 Sales is Hard – but Take A Moment… https://russellemrick.com/sales-hard-take-moment/ https://russellemrick.com/sales-hard-take-moment/#respond Mon, 11 Nov 2013 01:00:54 +0000 http://russellemrick.com/?p=721 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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]]> https://russellemrick.com/sales-hard-take-moment/feed/ 0 To Those With a Hammer Everything is a Nail https://russellemrick.com/hammer-everything-nail/ https://russellemrick.com/hammer-everything-nail/#respond Mon, 07 Oct 2013 21:31:09 +0000 http://russellemrick.com/?p=759 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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]]> https://russellemrick.com/hammer-everything-nail/feed/ 0 Where Can Salespeople and Sales Managers Get Help? https://russellemrick.com/can-salespeople-sales-managers-get-help/ https://russellemrick.com/can-salespeople-sales-managers-get-help/#respond Sun, 29 Sep 2013 01:44:03 +0000 http://russellemrick.com/?p=746 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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]]> https://russellemrick.com/can-salespeople-sales-managers-get-help/feed/ 0 2013 Sales Compensation Report from CSO Insights https://russellemrick.com/2013-sales-compensation-report-from-cso-insights/ https://russellemrick.com/2013-sales-compensation-report-from-cso-insights/#respond Sun, 15 Sep 2013 18:30:31 +0000 http://russellemrick.com/?p=734 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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]]> https://russellemrick.com/2013-sales-compensation-report-from-cso-insights/feed/ 0 Win by Competing for the Right Thing! https://russellemrick.com/win-competing-right-thing/ https://russellemrick.com/win-competing-right-thing/#respond Wed, 11 Sep 2013 21:17:08 +0000 http://russellemrick.com/?p=727 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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]]> https://russellemrick.com/win-competing-right-thing/feed/ 0 How Did Sales Get Stuck in the 1900s? https://russellemrick.com/sales-get-stuck-1900s/ https://russellemrick.com/sales-get-stuck-1900s/#respond Sun, 25 Aug 2013 21:53:23 +0000 http://russellemrick.com/?p=705 “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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]]> https://russellemrick.com/sales-get-stuck-1900s/feed/ 0 Grifter or Salesperson – Integrity in Sales https://russellemrick.com/grifter-salesperson-integrity-sales/ https://russellemrick.com/grifter-salesperson-integrity-sales/#respond Sun, 25 Aug 2013 20:21:58 +0000 http://russellemrick.com/?p=672 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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]]> https://russellemrick.com/grifter-salesperson-integrity-sales/feed/ 0 My Wow Isn’t Your Wow – Customer Satisfaction https://russellemrick.com/customer-wow-wow-isnt/ https://russellemrick.com/customer-wow-wow-isnt/#respond Sat, 24 Aug 2013 01:16:32 +0000 http://russellemrick.com/?p=667 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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