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

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

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

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, 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 […]

Betting & Probing — Kissing Cousins

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 […]

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