Blogs
2.32% – A Real Sales Story
The first objective of a salesperson, a closer, is the financial gain from booking a sale. Second on the list relates to winning the deal. Everything else is … not on the list. Comp: This story begins and ends with the sale: a large sale. The sales rep, Mitch, had...
“IT” Sells Itself
This is one of my all-time favorites. I actually hear this about 75%+ of the time when discussing a sales program with a company CEO. I am getting good at predicting when they will toss out that gem in our first conversation. Of course, this cannot be farther from the...
Confidence – what I learned in College
I would return each year from College back to Long Island from Indiana. For three years, I was a “summer manager” for a Long Island newspaper. This was essentially a fill in role for route managers, typical 10 -20 year veterans, who worked full time and took off...
I am my own worse Boss, ever
Truly I am, and all though I always suspected this was the case, once I launched my own start up – I discovered this to be the uncompromising truth. I have, we all have had, some "delightful" managers in our careers. For example in the early days I had a two level up...
Selling at 12:
Let me begin, well at the beginning. When do you know or perhaps better accept your natural skill or ability? For some, take American Idol, or perhaps even X Factor where that little 12 year old girl stood up and out sang everyone except the final contestant in 2012...