Category Archives for How to Get More Sales Leads

Don’t Get Clocked

We save it. We shave it. But we can’t store it, speed it up, or slow it down. It’s the same for all of us. Time. I learned time management skills at a ripe young age by following my Associated Press correspondent-father around. He lived by deadlines. And aphorisms. “Miss a deadline, miss a headline.” […]

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Your Best People May Spend Their Most Productive time Staring At The Wall

There’s a story making the rounds that a manager who couldn’t use his concert tickets for Schubert’s Unfinished Symphony gave them to his work study management executive–in non-jargon, the efficiency expert–and received the following report after the performance: 1. For considerable periods, the four oboe players had nothing to do. Their number should be reduced […]

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The Wisdom Of Dirty Harry

I’m always amazed when I ask someone who their customers are and they say “everyone.” You can’t log on with that one. “Everyone” equals “no one.” I make and sell envelopes. Everyone uses envelopes. So is everyone my potential customer? No way. The margins in the envelope business are paper thin, so my profitability depends […]

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Creativity Killers

Want to know how to kill creativity? go to a cocktail party. No, I’m not talking about tossing back Bahama Mamas until the only joke you can think of to tell is the latest Doonesburry cartoon. I’m talking about listening. Cocktail parties are all about unwinding, and when people unwind they tell you things. The […]

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The Rule Of Ten Thousand

When you were a kid, you wouldn’t get the pie unless you ate the peas. As we get older, it gets more sophisticated. They don’t threaten to fire you to get a day’s work out of you. But there is a variation of the peas/pie gambit that still gets results. One of the country’s most […]

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Let’s Make A Deal

I got a phone call from a Fortune 500 CEO whom I had never met. After decades of begging the government to relax their regulatory grip and let his industry experience the joys of competition, his wish had been granted–and his bottom line had plummeted. He wanted me to talk to his top executives for […]

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The Best Way To Buy It Is To Sell It

After a couple of years in business for myself, I finally reached the expand-or-die stage without sufficient capital to take the next step: a new plant. Sure, I could have leased, merged, sold equity. If I’d listened to my bean-counter, I would have tried to renovate someone else’s old factory. Why not? Envelopes are not […]

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And I Thought Selling Envelopes Was Tough

There is only one thing runners really compete against–the little voice that grows louder at every split that says: “Stop.” It is, unfortunately, a familiar sound. We hear it all our lives, at work, at school, in our personal relations. It tells us we cannot succeed. We cannot finish. The boss expects too much. The […]

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Never Be Your Own Hatchet Man

Ike had Nixon; George W. Bush has Rumsfeld; every ball club has the manager of the moment.  You have to get someone who can make the tough, mean, unpopular decisions–and can take the fall when they get too tough, mean, and unpopular.  You are the peerless leader. You couldn’t really know what a meanie old […]

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You Know Who, But Does Who Know You?

Remember, the first strong impressions you make on someone else are the ones likely to end up as notes in their Rolodex.® And they’re also the ones that are likely to stay there forever. Obviously, you want to try for impressions that are both distinctive and positive. But never forget how important it is to […]

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