Category Archives for Best Business Book

Trust Your Hunches

My favorite Peanuts character, Charlie Brown, is on the pitcher’s mound psyching himself up: “It’s the last of the ninth. The bases are loaded. there are two outs, and the count is three and two on the batter. If I get him out, we win!” At this point, Charlie is surrounded by his friends and […]

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Rain Can Make Your Parade

Retired Indianapolis Colts coach Tony Dungy is a master of helping those around him visualize victory. He’s been that way ever since his high school playing days, which is one reason I worked so hard to help recruit him for the Minnesota Gophers, where he was a college gridiron star. In fact, I was extremely […]

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How Weird Are We?

For years I have been promoting the concept that you must “humanize your selling strategy.”  The short explanation for this plan is that you must match your sales approach to the individual or company who will buy your product.  How will it benefit them? Let’s use envelopes as an example. What sets your very ordinary […]

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So You Aren’t Johnny Depp…

Do you lack the dazzle of Angelina Jolie’s lagoon-blue eyes or the regal command of Meryl Streep’s screen poise? Come up short on George Clooney’s suave or Daniel Craig’s rippling abs? Well, you don’t have to rate first billing to be billing first.Call attention to your strengths, recognize where you fit in the team, and […]

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The Mackay Elite 8: A List of Life Changing Sales Books

I’ve consulted top salespeople, sales trainers and booksellers, and all concur that these volumes belong in ever serious salesperson’s collection. All are currently in print and readily available; they appear in no particular order below. These authors have inspired me over the years. I know they’ll help you too.   Amazon.com Widgets   Learn more […]

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Big Cats: Rarely In The Bag

Oil magnate John D. Rockefeller once opined, “I do not think there is any other quality so essential to success of any kind as the quality of perseverance. It overcomes almost everything, even nature.” I’ll never forget watching the broadcast of The David Susskind Show some years ago. He had on three guests who were self-made […]

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Trust Is A Must

People in business don’t have to like each other, but they do have to trust each other. At MackayMitchell Envelope Company, we don’t tolerate anything less than honest negotiations and delivery guarantees. An envelope is a very standard commodity. Sure, the paper, the glue, and the size can vary. The end product can probably be […]

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The Slippery Slope

You can’t know enough about your customers, suppliers, employees, competitors and audiences. Incomplete information can sometimes be riskier than none at all. Here’s an example: Harold got a phone call from Al who asked if he was going to Rotary the next night. Harold said, “Yes.” Al said, “I have a big problem. My guest […]

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Arrogance: The 7 Deadly Signs

Here is my watch ist for the seven deadly signs of salesperson arrogance: 1. “Our product sells itself.” 2. “The only people on our sales team who matter to me are my superiors or at least my equals.” 3. “Who cares that our competitor’s accounting manager is afraid they’ll be taken over and is out […]

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You Gotta Have A Dream!

Martin Luther King Jr. had a dream. Robert Fulton had a dream. Henry Ford had a dream. America was built by dreamers. In the movies, the cop always wants to retire to a good fishing lake; the big-city newspaper reporter wants to pack it in and for a small-town newspaper. Dreams like this are part […]

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