Category Archives for Best Selling Book

5 Ways To Ruin A Good Sales Force

We’ve all read countless cautionary tales about once-mights companies that lost their way.  The horror stories usually blame products that haven’t kept up, dumb acquisitions, weak marketing strategies, byzantine decision-making procedures, or overloaded debt structures. There’s another major reason companies hit the skids, and I have yet to see the first word written about it: […]

Continue reading

Olympic Champions Ride The Pine

Riding the pine, sitting the bench, carrying the water, call it what you will…it’s all the same. It’s the guy or gal who doesn’t get put in the game until the score is so lopsided the C or D player couldn’t possibly hurt anything. Sometimes these are young players in training. They watch the pros […]

Continue reading

Fantasy Sparks Reality

A mother once asked Albert Einstein how to raise a child to become a genius. Einstein advised her to read fairy tales to the child. “And after that?” the mother asked. “Read the child more fairy tales,” Einstein replied, adding that what a scientist needs most is a curious imagination. Imagination is important not only […]

Continue reading

Worrying Makes You Cross The Bridge Before You Come To It

Recently I saw a survey showing that 40 percent of the things we worry about never happen, 30 percent are in the past and can’t be helped, 12 percent concern the affairs of others that aren’t our business, 10 percent are about sickness–real or imagines–and 8 percent are worth worrying about. I would submit that […]

Continue reading

If You Don’t Have A Destination, You’ll Never Get There

Setting goals is simply the long-term version of keeping track of your time. Actually, a three-step process is involved: Setting goals Developing a plan to achieve those goals Keeping track of your time to make sure your plan gets executed When I was in Japan in 1983, we had a series of seminars in which […]

Continue reading

The Unanswered Serve

Few woes in the salesperson’s life surpass the unanswered call, the ignored text message or the e-mail ricocheting in cyberspace. You know your priorities are not their priorities. However, their attention is also your paycheck. A call is a friendly serve. The goal is not to ace it, but to get it returned.  There are all […]

Continue reading

Putt For Survival

Like a million other people, Major James Nesmeth dreamed of improving his golf game from his usual score in the 90s. Circumstances forced him to quit the game completely for seven years–never teed it up, never swung a club. And yet, the next time he played he shot an incredible 74! Nesmeth did think about […]

Continue reading

Be Yourself

At a Woodrow Wilson Foundation dinner in 2006, I was invited to be the emcee. Here’s what I said to kick off the occasion: “I asked my wife, Carol Ann, what kind of words might suit the occasion. ‘Whatever you do,” she said, ‘Don’t try to sound intellectual, Don’t try to be sophisticated…or charming. Just […]

Continue reading

Trust The Experts…To Be Wrong

There are two types of experts… and it’s very important to distinguish between them: There is the expert who can make something happen, and there is the expert who can tell you what he or she thinks is going to happen. Get all the advice you can afford from the experts in category one, but […]

Continue reading

The Confidence Game

For about six weeks every year, beginning in late December and continuing through early February, football fans get the ultimate fix: the college bowl games, The NFL play-offs and, finally, the Super Bowl. It’s also an annual refresher course in winning and losing that separates the champs from the also-rans. For a moment, consider the […]

Continue reading
1 2 3 6
>