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Justin McCullough points out a common flaw in sales tactics and gives reasons as to why it doesn't work. Read More

A few days ago I wrote a post, Should We Promote Our Best Sales People To Managers? It stirred some interesting debate, but one of the arguments that struck me centered around, “How do we retain our best people?” Moving a sales person into a management role in order to retain them is not necessar Read More

Selling is a lot like driving, you have to maintain flow while dealing with a host of expected and unexpected element. How you deal with these will determine of you arrive safely at your destination, a satisfied customer. Read More

No matter how excited you are about it, no matter how much you believe—and you absolutely must believe—you don’t sell what you want to sell. Read More

Normally, I refrain from commenting on specific organizations, particularly when they are clients, and I’m going to be critical. But I have to applaud Jack Welch’s comments at the World Business Forum on the way HP’s Board has handled (or not handled) leadership development and succession planning Read More

It takes a lot more time, effort and money to win new client than to get a reorder, it’s a known fact. Yet most small businesses focus their strength into winning new accounts rahter than keeping the existing ones.
In some Read More

As a huge football fan who makes his living leading a sales organization, I am truly intrigued with the news today of the Patriots trading away Randy Moss. I follow the NFL, drive to work listening to Mike and Mike Read More

The National Council on Alcoholism called us to have a gavel engraved. The president of our company told me to grab my attaché, jump in a cab, and help them out.

“Stu, we don’t engrave gavels,” I said.

“We will for them. Just go, I’m paying for it” he exhorted with his gur Read More

I just received this unsolicited email from someone I have never heard of, about something I have absolutely no interest in. They were soliciting my help in writing a blog post about them. It turns out, I thought it was an outstanding suggestion, though probably not for the reasons they suggest. Read More