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

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

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 […]

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 […]

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

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

Sales Olympics

From the Desk of: Sales Chick 10/2/2009 Dear Oprah, Since you are hang­ing out in Copen­hagen pitch­ing the idea of the Sum­mer Olympics in Chicago with your side kick Pres­i­dent Obama (Seri­ously, you know who really has all the juice and influ­ence.  After all how many books, or bras, has he sold?) I thought it would […]

When it’s ok to Lie

Lying, no good horse thieves. You know the stereo type. Say any­thing, to any­body.  Get the sale. Love ‘em and leave ‘em. Fact of the mat­ter is, most of my col­leagues, friends and past asso­ciates are above board and con­duct their busi­ness with the utmost integrity.   Most peo­ple can smell a sleaze ball a mile away.  […]

Poker & Selling: Going All-in

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 […]

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