In business, there’s a mantra that’s been recited so many times it’s become gospel: “The customer is always right.” But let’s be honest – it’s not entirely true. Customers aren’t always right. Sometimes they’re misinformed, unreasonable, or just plain wrong. But how you handle those moments when a customer is wrong makes all the difference. […]
Making 2025 Your Best Year Ever
As we start another year, it’s time to reflect on where we’ve been and, more importantly, where we’re going. The world of sales is not for the faint of heart. It’s a world of high stakes, high energy, and, let’s face it, high-pressure situations. But if you approach it with the right mindset and strategies, […]
What To Do When They Won’t Answer The Phone
Based on some of the Rep 1:1 calls this week where there was a lot of talk about not being able to reach customers, I put together some ideas you can use. Apparently, according to my rep friends, no matter how hard they try, they just can’t get through to their customers, especially their target […]
What a Good Salesperson Asks Santa for Christmas
Christmas is coming, and every salesperson worth their salt knows it’s not just time for eggnog and office parties. It’s the perfect time to ask Santa for a little extra something to boost their success in the coming year. After all, who better to help you hit your sales quota than the guy who delivers […]
You’ve Got To Hustle!
Hustle Matters, Hard Work Matters: Why Working Harder and Smarter Will Make You the Winner. In the world today, there are a lot of things we can’t control: the economy, what our competitors are doing, and even sometimes what our customers are thinking. But one thing that’s fully within our control is how hard we […]
The Election Isn’t Your Problem—Here’s Why
How many times have you heard, “We’re just waiting to see how the election turns out before we make any decisions”? As someone who’s been in this business for a while, I can tell you right now—that’s nonsense. Blaming your lack of sales or slow customer decisions on the election is the biggest cop-out ever. […]
10 Must-Know Lessons for New Salespeople
Stepping into the world of sales for the first time can be as exciting as it is daunting. I’ve been in this business long enough to know that the difference between a successful career and a short-lived stint often boils down to what you learn early on. It’s only common sense that a solid foundation […]
Selling PCBs Ain’t That Hard! Or Is It?
Selling PCBs is a bit like playing chess; every move matters, and the endgame is always about delivering value. If you’ve been in this business for as long as I have, you know that it’s not just about pushing product, it’s about understanding what the customer really needs and how to meet those needs better […]
Selling With Confidence
You’re doing your customer a favor! One of the things that frustrates me the most about salespeople is when they feel they have to beg their customers. That they have to beg them for a meeting; that they have to beg them for a quote; and that they have to beg them for the order. […]
Modern Ways To Generate Leads
No matter what people say about these times, especially old, or rather shall we say well-experienced salespeople say about all of these newfangled software programs, CRM programs and social media programs, the fact of the matter is that these are the best of times to generate leads. There have never been so many great ways […]