Salespeople Need a Sense of Urgency

Have you ever had to say, “I wasn’t prepared for that;” or “I didn’t see that coming?” I see you nodding your head up and down, using the universal sign for yes, because unexpected situations and circumstances pop up like whack-a-moles on an all-to-regular basis....

“I’ve Got a Guy”…

For two years during the last century, I was sales manager to twelve reps at a branch location of a national services company that sold to both commercial and residential customers. Although most salespeople run from anything that has the words customer complaint...

Gloom, Despair and Agony on Me

On Saturday evening’s, beginning in 1969, many in my generation watched a feel-good country music variety TV show called Hee-Haw, direct from “Kornfield Kounty,” near Nashville. Each week at some point in the show, Buck Owens and Roy Clark would do a humorous bit of...