by Doug Robinson | May 23, 2022 | Sales Basics
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...
by Doug Robinson | Jan 10, 2022 | Sales Basics
I’ve just got to share another piece from Mark Ford, founder of The Palm Beach Research Group. He’s always great, but as a life-long salesperson this particular newsletter issue really rang my bell. He made so many great points that need to be heard by all...
by Doug Robinson | Oct 4, 2021 | Sales Management
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...
by Doug Robinson | Nov 9, 2020 | General
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,...
by Doug Robinson | Oct 15, 2018 | Assessing
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...