Folks Asked, So I Answered

Today, in response to many who have asked about my motivation and interest in writing a book, I am posting the Preface from my first book, Sell is NOT a Four Letter Word, in order to give you some insight. The beginnings of this book actually originated on a hot July...

8 Simple Ways to Become More Charismatic

Most of us in the sales profession like to think of ourselves as amiable people, whether we are introverts or extroverts. But if you were to ask if we were charismatic, far fewer of us would probably claim that. Charismatic is an adjective we might apply to people...

“Burn the Ships”

Of course you’ve heard of the legendary Alexander the Great. He built an empire that, at its height, stretched from Ancient Greece to India. One of his strongest and most formidable enemies was the Persian Empire of Darius III. In 334 BC, Alexander (age 21 and prior...

Winning Like Jack Welch

In case you didn’t know, Jack Welch was Chairman and CEO of General Electric from 1981-2001. During his tenure the company’s revenue jumped nearly fivefold. Fortune magazine named him the “Manager of the Century,” and in 2000 The Financial Times named G.E. “The...

Listening is Good but Engaging is Better

As hard as we may try, nobody is ‘up’ 100% of the time. You have those days when you are really, really not feeling it as you walk through the prospect’s door to conduct those sales calls. But even during those times when you can’t be sincere or authentic, at least...

Goal Setting Will Energize and Focus You

Here we are peeking over the edge of a new year, a time when we clear off the scoreboard and begin a fresh and hopefully Covid-less start. It’s time for goal setting to take center stage for salespeople. In order to be a helper, today I’m sharing some goal setting...