IPC Apex Expo Is Done. Now What?

So, you spent last week in San Diego attending the IPC Apex Expo. You made a lot of good contacts. You talked to a lot  of people. You spent time with potential customers trying to convince them to buy your goods and services. You spent time with the right vendors checking out their products and […]

The Profit’s 11 Rules for Success

  While other people are watching The Voice or Game of Thrones. I am always watching business shows. Okay call me a nerd, but hey it’s a passion, okay? One of my favorites is The Profit where serial entrepreneur Marcus Lemonis invests his own money” into businesses that need his help. I love this show […]

People Hate Being Sold. So Don’t Sell Them

People hate being sold. Of course, people want things. If they are in the business of buying and using PCBs for example, they need to buy them. But they want to feel they are in control. They want to “decide” on their own, (or so they think) without someone chattering in their ear about how […]

10 Ways To Bring PCB Business Back To America

The winds of globalism seem to be blowing in our direction; and I see indicators that we can bring at least a significant portion of the PCB market back to America in the next few years. That is if we stick together and do things right. Here are 10 ways we can bring the PCB […]

Trains, Planes, and Automobiles

  As we do every year on the Wednesday evening before Thanksgiving we watch the old classic Trains, Planes and Automobiles starring Steve Martin and John Candy, and just like we do every year we all end up shouting suggestions at the characters, ideas  for making better choices. This movie came out in the late […]

Real Leaders Care

Continuing our series about leadership this week. I went to my library to find a book about leadership. Perusing one of those books I came across this. I read a story about General Earl Hailston, the commanding general of Marine Forces Central Command. The general was interviewed while he and his troops were a few […]

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 […]