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 father’s, father’s, father was out mak­ing quota sell­ing buggy whips or […]

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 to get a read on whether the bet­ting party has a legit­i­mate win­ner. Then, the player trying […]

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, and head back out.
On the way out you see the tide com­ing in. Now […]

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 of time.  After the wheel was invented the next fel­low hired was a sales guy to get rid of the […]

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 phe­nom­e­non, and rests on the assump­tion that any actor can be linked through his or her film roles […]

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, but theirs.  Sales peo­ple bring real value expos­ing busi­ness lead­ers to new tech­nol­ogy,  ser­vices and best prac­tices.
Sure, I under­stand that busi­ness lead­ers can’t  have a open […]

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 were only three of us in the hand – every­one else had folded. […]

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, and feel­ing sorry for myself and my fam­ily.
Bot­tom line is it was time for me to con­front my com­fort zone.   Let me explain.
In most organizations, […]

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 your phone calls or replies to your emails.  I can absolutely guar­an­tee the results. 100% of your […]

(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, or how many years you’ve built up your rep­u­ta­tion as an accom­plished sales pro­fes­sional, you’re only as good as your last quar­ter.
Unfor­tu­nately for me, I’d had […]