Playing Dodge Ball in Your Best Accounts

In the spring of 1967, shortly before I graduated from high school, Dad acquired the Biscayne. If that doesn’t ring a bell with you, you’re probably just too young. The Biscayne was the low-end model of the Chevrolet nameplate. This one was a 1963, stripped down,...

Hooray for Home Shows!

The following story was submitted as an entry to the annual funniest home improvement story contest conducted by Today’s Homeowner.com by Bob Sill of Concord, New Hampshire. Sounds like Bob should go to his local Home Show and find a contractor to complete his next...

Massage the Mindset of Your Sales Team

One of the most important things a sales manager can do is attempt to improve the attitude of the sales team, because salespeople with positive attitudes sell more and customers tend to buy more from positive salespeople. This conclusion is not a guess but rather a...

Folks, It’s Showtime

According to NFL statistics, 75% of the teams who score first go on to win the football game. Similarly the NHL tells us that hockey teams in the lead at the end of the first period win 72% of the time. In sales, there is a similar correlation between actual annual...

KIA: Crickets Instead of Service

As regular Selling Point readers know, I share actual customer service stories in addition to the sales training ideas and strategies I write about. If you’re not familiar, one auto manufacturer uses a slogan that reads; KIA, the Power to Surprise™. Today’s customer...