1. Nature vs Nurture

Is sales a tal­ent, a learned skill? Or is it a genetic trait, one passed down within some DNA sub structure? I now fully believe that is all about the breed­ing. If you are  a good sales per­son then chances are high that your...

2. The Stare and Decision

Poker and selling : If you ever watch poker on tele­vi­sion, you will see both pro­fes­sion­als and ama­teurs stare at each other when a deci­sion is called for. Many times the eyes lock. The player who is star­ing is try­ing...

3. Out of Air

Are you run­ning out of air or are you mis­read­ing the objective….. Let’s say you’re on the beach, swim­ming just off shore. You notice a shiny object on the ocean floor. You go back to the beach, grab your snorkel and fins,...

4. Swami’s Thanksgiving

Time to give thanks for being a sales guy. Whether Sales is a pro­fes­sion or a trade, no mat­ter how the econ­omy twists and turns, some­body is going to need some­thing sold.  It’s been that way since the begin­ning...
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Nature vs Nurture

Is sales a tal­ent, a learned skill? Or is it a genetic trait, one passed down within some DNA sub structure? I now fully believe that is all about the breed­ing. If you are  a good sales per­son...

The Stare and Decision

Poker and selling : If you ever watch poker on tele­vi­sion, you will see both pro­fes­sion­als and ama­teurs stare at each other when a deci­sion is called for. Many times the eyes lock. The player...

Out of Air

Are you run­ning out of air or are you mis­read­ing the objective….. Let’s say you’re on the beach, swim­ming just off shore. You notice a shiny object on the ocean floor. You go back to the...

Swami’s Thanksgiving

Swami’s Thanksgiving
Time to give thanks for being a sales guy. Whether Sales is a pro­fes­sion or a trade, no mat­ter how the econ­omy twists and turns, some­body is going to need some­thing sold.  It’s been that...

Bringing Home the Bacon

Have you seen the movie “Six Degrees of Separation”? If you haven’t, you no doubt have heard of the game, “six degrees of Kevin Bacon”. The game is based on the con­cept of the small world...

The new gatekeeper

More and more of my accounts have con­tracted with  ven­dor man­age­ment com­pa­nies and are con­trol­ling the patrolling  inside their companies. What a waste of time and money! Not just mine,...

Betting &...

Poker and Selling: I just sat down at a cash game at the Hard Rock Casino in Tampa. I was catch­ing cards and the chips were stack­ing up.  I had a pair of Kings and an Ace came up on the flop. There...

Pick up the pieces of your shattered...

When I left you last, I’d just been offered a chance to take my ser­vices some­where else by my employer.    I’m work­ing through all the emotions…shock, denial, fear, anger, nego­ti­at­ing,...

Cold Call into No Call

Darn those pesky prospects, if it weren’t for them what a great job we would have. To com­bat the prob­lem of too many sales leads, I have come up with a sure fire method of mak­ing sure no one returns...

Hatchet in the Forehead

(Just in time for Hal­loween, no less) It was bound to hap­pen sooner or later.   Hell, it’s hap­pened to almost every­one I know. No mat­ter how suc­cess­ful you’ve been in your posi­tion,...

Time to get busy!

What have you done for me lately?   What??? Well it’s that time of year again and with the econ­omy the way it is, it’s been that time of year — all year. Kudos to the lead­ers that bagged the...

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Articles you missed…

  • Don't have your own personal bad economy : I was half way through last year (2008) and like most sales people – it was a very challenging year. With two kids in college...
  • The new gatekeeper: More and more of my accounts have contracted with  vendor management companies and are controlling the patrolling  inside the...
  • Hunting the P&L: As a great man once said: ”Shh! I’m hunting wabbits ‘cause it’s wabbit season.” Granted we are all not great men like Elme...
  • The Thrill of the Sale: Twenty-one days into the month and I had zero on the books. Null. Zip. Nothing. You get the picture. However, the situatio...
  • The Business of Your Business: Thanks to the Hired Gun for validating that, yes, everyone does hate me. I’m starting to wonder if Hired Gun works where ...
  • Half Time: So it's mid year. You've cold called the crap out of your dirt, hit the ones you want, called the ones you need, and pushe...

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