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 […]

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, […]

(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 […]

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 big one and prayers for the oth­ers that have them on the hook and are try­ing to reel them […]

I sell, there­fore I am.
OK maybe it’s not really that deep.  How­ever, if you are now and want to con­tinue to be a suc­cess­ful sales per­son there are at least  5 truths as it relates to your per­sonal development

Pro­fes­sional sales peo­ple must con­tin­u­ally learn and adapt.
Fail­ure to change may mean that we lose  the trust and […]

Sales based movies are far and few between. When they do come out they are either about car sales, reflect the sales peo­ple as the stereo­type sleaze­ball or the depress­ing Willy Loman tragic sad sac.  But from time to time a scene or two cap­tures our lives and atti­tudes.
You know them. […]

At the Air­port last week, had some time to kill before my con­nec­tion so I decided to get a shine. (At this point let me say that a shoe shine is one of THE best things you can ever do. Some­one fusses over you, it’s cheap, there’s imme­di­ate grat­i­fi­ca­tion, and your shoes look great.)
For rea­sons that […]

This is one of those top­ics that requires some self aware­ness. And, some desire to actu­ally NOT rel­ish in the dis­trac­tions of your job. I know so many peo­ple who just can’t get out of their own way. They spin up inter­nal BS; they med­dle with use­less part­ner reps; or they focus on the details […]

They don’t hate you per­son­ally (most of them any­way). But they do … they really do.  They hate you for your job, your role and your (per­ceived) income.  They don’t rec­og­nize that what you do is a pro­fes­sion and how hard you work. Or how much shit you take. 
Face it, an unde­ni­able fact in corporate […]