Skip to main content
Neuberger and Company, Inc. | Baltimore, MD and Washington, D.C.
 

This website uses cookies to offer you a better browsing experience.
You can learn more by clicking here.

Blog

One of David Sandler’s famous selling rules reads as follows: “Never ask for the order -- make the prospect give up."

At first, that instruction might sound confrontational . . . and perhaps even impossible. If you don’t ask for the order, how are you supposed to make the prospect give up? About what? And anyway, isn’t the first rule of selling supposedly “ABC -- Always Be Closing?"

Do you have a structured onboarding process? Matthew Neuberger explains how short term orientation sessions typically end up being an unproductive hire and forget strategy.

Mike Montague interviews Rachel Shi, Senior Manager of Partnerships at Vidyard, on How to Succeed at Video Selling. 

 

Will we eventually be able to return to the pre-pandemic ways of conducting business? That’s a question that’s been on the minds of many professionals.

 

Have you ever found yourself moving forward on a deal you were unhappy with? Chad Prinkey explains how this is certain to create unprofitable work while upsetting clients.

The global sales space has been completely transformed over the last year with a virtual selling environment prevailing for almost all sales organizations. Sandler’s research reveals that 71.4% of participating sales managers and sales leadership report that their sales process has changed as a result of transitioning to remote commercial trading. Unfortunately, 63.2% don’t have a plan.

 

You don’t need us to tell you that we’re all working from a distance these days. Thanks to COVID, professional salespeople are, for the most part, not seeing buyers in person.

 

Mike Montague interviews Cassie Kramer on How to Succeed at Keeping Your Financial House in Order.

Do you have quotes with no clear future? Doug Lotierzo explains how setting timelines and next steps prevents confusion and the need for follow up.

Humans are either open or close minded to any suggestion. Once the mind is closed its nigh impossible to open it back up again until that person wants to re-open their mind.