Edi­tors note:  By day, Tuna is a pro­fes­sional sales per­son,  hump­ing his bag across his multi-state ter­ri­tory.  By night and week­ends he is an accom­plished  semi-professional poker player.   (Which  I guess means  he can’t com­pletely pay his mort­gage play­ing poker) What fol­lows is a the first of a series as Tuna looks at the similarities […]

No doubt about it the phone is your most valu­able tool. It is the method of com­mu­ni­cat­ing with prospects and clients. When you think about it noth­ing hap­pens in most sales jobs with­out a phone call.   You can’t build your pipe with­out it and you cer­tainly can’t close with­out it. What amazes me is how bad some […]

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 […]

What hap­pened to the days when you sat down and reviewed ser­vice con­tracts for sales leads? You know, find those accounts you sold that kept renew­ing their main­te­nance because the prod­uct works so well? Nice and easy, you call them up and sell a multi year renewal for a dis­count (they win/you win, the com­mis­sion check […]