Category Archives for Sales

The ABC’s of Selling

Over the years I have learned (and keep learning) a lot about sales. I am hoping that my first hand experience can give you an edge and a head start to success. Here are some quick and easy ideas that can and will help you nail down your sales. A – Availability for your customers […]

Continue reading

Giving Thanks For Your Customers

Today’s mail included the first holiday greeting of the season – for Thanksgiving.  One of our vendors sends us an eye-catching Thanksgiving card every year, thanking us for our business.  This is an approach I started my first year in business. What I love about this custom is that our greeting never gets lost in […]

Continue reading

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 […]

Continue reading

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 […]

Continue reading

Every Business Plays ‘Moneyball’

Art imitates life.  That statement is so true in what I consider to be one of the best movies of the year, “Moneyball,” based on the true story of Oakland A’s general manager Billy Beane.  You don’t have to be a baseball fan to learn monumental lessons from this film. Billy Beane (Brad Pitt) meets […]

Continue reading

Prosperity Is Possible In Tough Times

During economic downturns, most folks are content to maintain the status quo, not expecting to really get ahead. Turns out, a defeatist mindset like that stop someone from living the life they really want to live.  And there is a terrific new book that will change attitudes and inspire people to “Prosper,” as the book […]

Continue reading

Identify And Develop Your Greatest Strengths

I have had the privilege of mentoring hundreds of people over the years.  I always ask them two questions:  What do you like to do?  What are your strengths?  Most have a good idea of what they like to do, but you wouldn’t believe how many people don’t understand their own strengths. One of the […]

Continue reading

Speed Kills

The greatest trick in business is to create a breakthrough product category, like the computer. The greatest trick in marketing is to convince people that they actually need it. The computer has three basic strategic values: speed, cost effectiveness, and quality. Three, not one. Three. The problem is, there is too much emphasis on speed. […]

Continue reading

Follow The Leader

Bill Grove was a legend as a salesman at 3M.  He used to tell his story in his motivational talks to the troops.  “I was just starting out in sales when my boss called me in and said, ‘Bill, I want you to go to New Orleans and see our field man, Harry.  You’ve never […]

Continue reading

Creating Sales Requires Creativity

A cartoon in The New Yorker magazine showed two assistants preparing a conference room.  One says to the other, “And don’t forget the little notepads in case one of them has an idea.” Good ideas in sales — that don’t look like a gimmick — are hard to come by.  They are certainly not a dime […]

Continue reading
>