Category Archives for Sales

Sales managers set the example

Why is it that the general counsel of a company is always a lawyer and the head of engineering is always an engineer, yet the top sales manager isn’t always a sales person? Sales is the engine that drives a company. No sales = no company. I recently discussed this quandary with my friend Tom […]

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Know Thine Enemy

Knowing your competition is just as important as knowing your customer. Let me illustrate the point by calling forth a brief tale of high intrigue and the clash of arms from the chronicles of the envelope game… A manufacturer I know has a major competitor, with a larger and more modern facility, located directly across […]

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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 […]

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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 […]

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Tie-Downs Are Critical To Sales

If you knew two little words that could improve your sales, you’d use them, wouldn’t you? When you see your customer has some reservations, it makes sense to get the issues out in the open, doesn’t it? And after the ink is dry on the deal, you should make every effort to make sure your […]

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When Choice Outflanks Prime

Diplomacy is all about making the right choices.  When I persuaded my wife, Carol Ann, to say “I do” ages ago, we entered serious negotiations to nail down the ground rules for our marriage.  Then we hit on it.  In our family, I would make all the major decisions, and she would make all the […]

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Cradle-To-Grave Cuba: Poised for Rebirth?

The 1986 measures taken against South Africa surely hastened the end of apartheid.  In most other cases, embargos are a blunder.  Take Cuba. We started imposing sanctions against Cuba a half century ago.  Where have they gotten us? The U.S. Chamber of Commerce has put a number to the impact.  It cites estimates that the […]

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Inching Ahead Your Goal Line

Great goals make you stretch, not snap. You must stay focused on your goals above all else. Truly dedicated individuals won’t let anything interfere with attaining their goals. that’s why so few people become champions. It’s not easy. The late Red Auerback, famed Boston Celtics coach, was one of the most successful basketball coaches in […]

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He Couldn’t Sleep Fast Enough

Although I am not quite ready for it, I’m often asked what I would like put on my tombstone.  I often reply:  “He couldn’t sleep fast enough.” I guess I’m afraid I’m going to miss something.  That’s why I often stay up late at night and always get up early in the morning.  To be […]

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The 10,000-Hour Investment

Malcolm Gladwell’s Outliers: The Story of Success continues his steady stream of thought-provoking bestsellers. This book will make a lot of people feel much better about not achieving instant success. Gladwell maintains it takes about 10 years, or 10,000 hours, of practice to attain true expertise. “The people at the very top don’t just work […]

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