Category Archives for How to Get More Sales Leads

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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Hands-On Beats All Else

In the National Hockey League, there’s a saying: “You can’t ride the boards to glory.” In other words, you’ll never win the Hart Trophy–recognition for being the League’s most valuable player–with your fanny glued to the bench. For sales–as with everything else in life–there is no substitute for hands-on experience, day in and day out. […]

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The Mike Litman Show

I had the pleasure and opportunity to talk with Mike Litman on his radio show about my new book The Mackay MBA of Selling in the Real World. This whole launch process has been a great opportunity to meet and talk to so many impressive and amazing people.  Mike has been working since 1997 to […]

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Better Humble Than Stumble

In the history of the world, there has never been a city that juices itself more on ego then Tinseltown. That said, I remain a huge movie buff and religiously watch the Academy Awards telecast. I’m even more interested because my son, David, is a film director and producer in Hollywood. The curious thing? For […]

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Integrity Deflates Easily

Ethics and integrity must be the cornerstone of every sales professional’s existence. Let me tell you a true story about Professor Bonk, who taught chemistry at Duke University. The lessons: First, integrity is always right. Second, dishonesty can be very risky business. One year, three guys were taking chemistry and all getting solid A’s going […]

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Hubris the Humorless

In ancient Greece, Alcibiades was telling Pericles how Athens should be governed. Annoyed by the young man’s tone, Pericles said, “Son, when I was your age, I talked just the way you are talking.” Alcibiades looked Pericles in the face and replied, “How I should like to have known you when you were at your […]

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My Interview With Chris Brogan

I was fortunate enough to have the chance to speak with marketing and media guru Chris Brogan recently about my new book The Mackay MBA of Selling in the Real World and about some more fun and interesting topics. I think we had both planned on a quick interview lasting no longer than ten minutes […]

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What’s The Best Way To Save Time?

Spend more time on time management. You’re in as good a position to save time as your richest and most powerful competitors. Over a lifetime, it’s incredible how much time you can save, and the advantages you can achieve, while you’re sitting on your duff in your car. For example: 1. Use a cell phone… […]

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You Show Me Yours… I’ll Show You Mine

The most efficient way to expand your network is to trade networks with someone else. How big is your network? If you answered infinite, you’re right. At this writing, you’re limited only by the number of people on this planet. And that’s  if you don’t count pets. I know several veterinarians who have made a […]

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