Thanks for coming back! Please use the comment function below to let me know what issues are on your mind and what you’re thinking about. RSS Feed It’s a Saturday. It’s past 5:00 PM. I’ve been locked up in an orchestra rehearsal room with eight other unpaid compatriots for the last seven hours. That was [...]
I’ll never forget my grandfather’s reaction just after I graduated from college when I told him I had gotten a job with IBM. He was thrilled! Thrilled and impressed that I had be able to land such a fabulous entry level job. Then he asked, “Doing what?” My answer literally devastated him. “Sales? You mean [...]
To get into the proper mindset, re-read the title of this post in the most weepy, whiney tone you can imagine. Got that annoying eeeesssssshhhhhh feeling? Good. Because that’s the feeling I invariably get from sales managers and reps when discussing E-Rep for the first time. That’s “E” as in “Electronic.” Every “H” or “Human” [...]
Five years or so into my sales career I learned a lesson that still looms large in my brain. Here it is: The best way to learn something is to be responsible for teaching it to someone else. This is especially true when you don’t know squat about the subject in question. At the time, [...]
It took me just over a year to realize I was being coached. That’s how good Bob Barham was. Frankly, I didn’t think I needed coaching at the time. I was 42 years old, and for the 20 years of my career up to that point, I had steadily climbed up the proverbial ladder and [...]
Who am I to argue with General Dwight D. Eisenhower? He made the comment in this post’s title regarding the Normandy invasion. He was reflecting upon how little the actual battle resembled the D-Day plan; a plan that resulted from a truly stupendous effort on the part of the Allies. What makes the quotation profound [...]
Guest post by Rick Howe, CEO of The Knotts Company Be a Why-ner! What is your best question when you are engaging a customer through your selling process and their buying process? Even though I am no longer on the front lines selling, I am still a salesman at heart and when I listen to [...]
I just learned what I know is an important lesson. I’m still trying to figure out exactly what it is though, and what to do with it. First, some background… My extra-business passion is trying to make Acworth, my adopted home town in Cobb County GA, the coolest community there is. I’ve chosen to help [...]
First a chain of logic, then a case in point… (I’ll assume you possess valuable knowledge.) Fact: The more valuable the knowledge you possess, the more valuable you are to your customers Fact: As more customers and prospects realize you have valuable knowledge, the more they will seek your advice and the more they will [...]
February 18, 2010 – 9:03 am
I’m addicted to podcasts. Here are a few reasons why: Continuous learning is essential. Our world moves really, really quickly and change is rampant. I fear becoming obsolete. Podcast content is of extremely high quality and value. Sure, there’s lots and lots of superficial garbage out there, but it’s easy to find more good stuff [...]
