Category Archives for How To Improve Sales

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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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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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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