Selling Should Be a Team Sport

From the time I began selling in the early 1970’s, traditional sales followed a “lone wolf” strategy, where salespeople worked independently. It didn’t take too long for me to realize that selling that way was a very lonesome way to make a living. There...

Do Salespeople Want Coaching?

An old prospector was digging for gold without success, so he decided to head into town and have a few shots of whiskey. He tied his mule to the hitching post and headed inside. At the same time a drunken cowboy staggered out of the bar and said, “Old timer, can...

Sales Coaching Unlocks Potential

An old prospector was digging for gold but not finding any, decided to head into town and have a drink to hopefully change his luck. He tied his mule to the hitching post and headed inside. At the same time a drunken cowboy staggered out of the bar and said,...

First Impressions

Today let’s talk about first impressions. It was Yogi Berra who said, “You can observe a lot by just watching.” And when you are selling, rest assured, you are constantly being watched. All my life I have heard the phrase, you never get a second chance to make a good...