Cut to the Chase…How Much is It?

Reaching the end of a job interview, the Human Resources manager asked a young engineer graduate from MIT, “What starting salary were you looking for?” The Engineer said, “In the neighborhood of $125,000 a year, depending on the benefits package.” The interviewer...

Make Me Feel Special!

For a couple of years, I was sales manager to twelve reps at a branch location of a large company that sold both commercial and residential customers. Although most salespeople run from anything that has the words customer complaint attached to it, one day the top...

Fighting Against a No Decision

“A tie is like kissing your sister.” The earliest known use of this phrase was by Navy football coach Eddie Erdelatz after a scoreless tie against Duke in 1953. The unpopularity of ties in American sports abounds everywhere you look. Tie games, which were commonplace...

Please Check Backup Camera Before Proceeding

There’s a good chance that today is your first day back at work following the holidays. If you are like most salespeople, you need a plan, and some places to go, so you can some traction in order to get your new year going in the right direction. Planning ahead is...