Daily Email Archive

Are You Making Losing a Habit?

Thursday, February 21, 2019

I hate losing more than I love winning.   This “refuse to lose” mentality has driven me at every stage of my career.   Beneath…

Has American Business Forgotten How to Sell?

Wednesday, February 20, 2019

“American business has just forgotten the importance of selling.” – Barry Goldwater   Have we forgotten how to sell?   We’re awash with brand new sales…

What Time Zone is Your Buyer In?

Tuesday, February 19, 2019

Do you have a prospect on your target account list that seems like a perfect fit for your product but you’re not getting anywhere with…

Can Sales Training Fix a Poor Sales Person?

Monday, February 18, 2019

Peter Drucker, the legendary management thinker, is reported to have said: “Most sales training is a complete waste of time and money because, at times,…

You Educate Children. You Train Pets.

Friday, February 15, 2019

You educate your children. You train your pets.   However, we do the opposite with sales professionals. We train them without educating them.   Like…

10 Books Every Seller Should Read

Thursday, February 14, 2019

There are literally hundreds of books that every sales professional should read. I’ve read a good many of them.   So, what’s special about these…

Keeping Sales Simple is Hard

Wednesday, February 13, 2019

The path to success in sales is simple.   Be human. Ask great questions. Listen slowly. Deliver value at every opportunity.   But, the challenge…

Lies, Damned Lies and Statistics

Tuesday, February 12, 2019

“There are three kinds of lies: lies, damned lies, and statistics,” Mark Twain famously said.   Everything we read, hear and see bombards us with…