Category Archives for Sales

Be Responsible For Yourself

  We can learn a lot about responsibility from bugs. The ant works hard in the sweltering heat all summer long, building its house and loading up on supplies for the winter. The grasshopper thinks the ant is a fool and laughs and dances and plays the summer away.  Come winter, the ant is warm and well fed.  […]

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Time Management Tips From A Pro

Did you resolve to get more organized in 2012?  How is that working out for you so far? Managing your time is perhaps the most difficult organizational challenge you face.  You can always declutter your desk, rearrange your workspace, or get your files in order.  But getting control of your schedule is one of those […]

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Rain Can Make Your Parade

Retired Indianapolis Colts coach Tony Dungy is a master of helping those around him visualize victory. He’s been that way ever since his high school playing days, which is one reason I worked so hard to help recruit him for the Minnesota Gophers, where he was a college gridiron star. In fact, I was extremely […]

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How Weird Are We?

For years I have been promoting the concept that you must “humanize your selling strategy.”  The short explanation for this plan is that you must match your sales approach to the individual or company who will buy your product.  How will it benefit them? Let’s use envelopes as an example. What sets your very ordinary […]

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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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Become “The Most Likely To Succeed”

Were you voted “most likely to succeed” back in high school?   That moniker had mixed implications.  A recent survey reported in The Wall Street Journal showed that about one third of the respondents described the award as a “burden,” creating pressure to live up to expectations.  I suppose that could create some uncomfortable moments […]

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Don’t Give Up Too Quickly When New Employees Lag

Coach Mike Krzyzewski (better known as Coach K) recently became the winningest coach in college basketball Division 1 history.  However, he almost didn’t get the chance. Coach K was nearly fired after his first three years at Duke University after going 21-34 in his second and third year, and 7-21 in the powerful Atlantic Coast […]

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Are There Really Just Two Alternatives?

We live in a culture where compromise seems impossible.  A meeting of the minds may consist of agreeing that the other party is wrong and the situation is hopeless.  We sure can’t look to our political leaders, the ultimate deal-makers, because the chasms are too great. How did we get to this point?  Can this […]

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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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The Power Of ‘Why’

Whether you’re managing a team of employees or you’re on your own, remember that although what you do and how you do it are important, it’s the “why” that provides real motivation to succeed. An experiment conducted by the University of Pennsylvania’s Wharton School of Business demonstrates the power of “why.”  At a university call […]

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