More people than ever are calling me for advice on how to spend their days. Frankly pre-Covid I would have been put off by this question. Really, a salesperson asking how she should spend her days? I would have thought she could have figured that out by now. But now, well, these are not normal […]
Tom Brady’s Great Leadership Tips
Okay, for those of you who hate Tom Brady, hold your nose, because we’re going to talk about him in this column. Not so much Tom Brady the Patriot, or the Buc, but Tom Brady the paragon of leadership. I just read this new book titled 12 Lessons in Business Leadership from The Championship Career […]
The New Era of Rep Partnerships
For years one of the most difficult relationships in business has been the one between an independent sales representative and the principal, the company she is selling for. This relationship has been tenuous at best and adversarial at worst. In fact, most of the time it has been adversarial. The principal’s constantly resenting the money […]
Looking Into The Future
Have you thought about this autonomous vehicle thing? I mean really done some deep thinking about what it will mean to all of us, how it will change the world in ways we have not even thought of yet? Here is some insight into what is called “Level 5 of autonomy” and what that will […]
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 […]
Sales Leaders: Are You Ready For The Future?
Besides all of the hardship that we have faced this year, there will come many changes in the way we do business. One of the most drastic changes will be the way sales leaders, sales managers, directors, and vice presidents are going to have to adapt if they want to be successful in managing […]
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 […]
Are You Doing Enough Marketing?
Most of the time I am addressing those companies who are doing little, or no marketing, spending zero dollars on telling their company’s story, and getting their name out there. But, what about those of you who are doing some marketing? Sorry, you don’t get a pass either. You need to ask yourself if you […]
10 Reasons Company’s Give For Not Marketing
There has never been a better time to market. Heck! There has never been a more important time to market. So, why is it that so many companies would rather drink poison, than market? Why is it that most companies will do anything, and I mean anything, but market their companies? I just don’t get […]