Salesperson: Brand Thyself

It’s a new day out there. For years we have been urging companies to brand themselves, to establish their own brand identity that will make them stand out from the rest of the pack. But now it’s time for individuals to brand themselves, especially salespeople. Whether you are an independent sales representative working for yourself, […]

Leadership Secrets From The Old Man Himself

That’s right, even Santa Claus has his own book of leadership secrets. We’ve heard from everyone from Jesus, to Churchill, from the Roosevelts Teddy and Franklin and  to the whole gang of bad guys in my friend Steve William’s great book Notorious. And now Santa himself has entered the leadership arena with a book of […]

How To Increase You Creativity

Why Aren’t You Creative? A few years ago, I did a column where I talked about how companies were scared to get creative, to try something new. I even came up with  a list of 50 reasons  “Why it Won’t Work.” I’ve been flattered over the years since then that people not only remember that […]

Winning In A World Of NO!

There is an old saying that goes, “people don’t fail, they just quit trying”. And I believe that this saying is especially appropriate in sales. There are so many times that salespeople will just stop trying rather than stick to it until they get the answer they want. Now I’m not talking about pestering or […]

Why Forecasting?

As a great advocate of forecasting and the importance that a good forecast is to a company’s planning, I honestly don’t understand how someone can run any business without a forecast consisting of their current customers and how much business they will bring to their company in the next month, quarter, and year. Then, and […]

Enough Already!

Okay, have you had enough yet? Do you feel like this is never going to end? Have you exhausted all of your resources, including your calmness, and patience, to the point where you are ready to scream? Are you at a point where you don’t really care anymore, you just want to escape to the […]

Marketing Money To Spare?

One of the more interesting side effects of this Pandemic is that companies are not spending the money they had originally budgeted for sales and marketing. We are not travelling, which means we are not buying plane tickets, renting cars, or staying in hotels. Heck, we are for the most part, not even visiting customers […]