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admin 19.02.2014

While you are here we would appreciate it if you learned a little about what we do for the community. First of all, why is cursive given less of a priority in classrooms?  Teachers are crunched for time as they prepare for standardized tests and given the choice, many choose typing and printing over the time-consuming task of teaching cursive.  Time that used to be spent forming the loops and curves of cursive handwriting is now spent in computer labs, learning the layout of the keyboard and how to type quickly in this internet-driven information age. Most states have agreed to national curriculum standards that do not include cursive, and instead focus on typing, says Christina Hoag of the Associated Press.  California is one of the few states to include a cursive requirement. My 11 year old started middle school last week and he was asked to cosign a permission slip with me for PE (Yes, they still have that too).
Gregg Schwartz is the Director of Sales at Strategic Sales & Marketing, an industry founding lead generation company started in 1989. Many start-up CEOs don’t have sales teams to rely on, and they struggle with sales – but this doesn’t have to happen. Stop thinking of it as “selling” and start thinking of it as “solving problems.” This is an attitude that start-ups can particularly relate to, because every start-up is based on solving a specific problem that hasn’t been solved before. But the truth is, sales is not about convincing people to buy something that they otherwise wouldn’t want. Before you start listing off your product’s features and specifications, you need to find out from the prospect what kinds of “pain issues” they have that your solution can solve.


Whatever your “problem solving” sales pitch might be, make sure you can connect your product or solution directly to the urgent needs of your customer. All too often, sales people will e-mail and call the customer until closing the sale, and then once the deal is done, they hand off that deal to the service team and leave the picture. Keep checking in with your customers, not to try to sell more, but to make sure that your solution is helping them. Prospects get called by sales people all the time, and they can tell the difference between a sincere “problem solver” and an impatient sales person who doesn’t really care about them or their problems. Prospects can tell when sales people are “just trying to sell them something,” even if it’s not the right fit for what the prospect needs. Gregg Schwartz is the Director of Sales for Strategic Sales & Marketing , one of the industry-founding lead generation companies servicing the B2B marketplace.
Sales is not about forcing things on people, or manipulating people into making a purchase.
Check in with your customers on a regular basis and look for ways to keep supporting them, stay in touch with their evolving needs, and be ready to answer questions before problems arise. The better you listen to what they REALLY need, NOT what you want to sell them, the better your sales relationships will be.


It does no good to inflate the size of a sale in the short term by selling unnecessary bells and whistles. Even if they don’t have a formal background of working in sales, many start-up CEOs can be some of the most effective sales people the company will ever have – if they stay focused on solving the customer’s problem and fulfilling the customer’s needs. Gregg has developed and implemented hundreds of lead generation programs resulting in millions of dollars in revenue for his clients. Even if it turns out that your solution is failing to meet their expectations, you need to hear this feedback so you can help improve the customer’s situation before it’s too late. If the prospect later finds out that you sold them options or features that they didn’t really need, you won’t see them again.



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