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, […]

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 […]

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 […]

The Story Behind A Great Story

We all know that behind every great company is a great story. We are all completely infatuated with stories, we love hearing them and we love telling them. I think it goes all the way back to when we were kids and got to listen to a story being read to us every night. Then […]

What Marketing Is Not…

I spend a lot of time in this column talking about what branding is, what social media is and what marketing is and I try to get the message out that every company has a story to tell. It is our job as marketing professionals to create that story, make it an alluring and attractive […]

Oh, The Places We’ll Go!

Okay after eight weeks of lockdown, eight weeks of the world being scary, and challenging, and unpredictable, it’s time for a break. I have spent the past two months and counting working with companies and reps and salespeople doing what I can to help in any way I can to conduct business as usual. I […]

Life After Covid-19

Over the past few weeks, we have been writing about how to keep business as usual in these unusual times. How to market your company, how to make sales calls, how to sell your products while not being able to be in front of your customers. I have also offered a plan called Business as […]