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I've become enamored with those Korean Air TV commercials. Here's why they work. Now, will a Korean company please hire me so I can try Korean Air Read More

Nothing mentioned here is new, or breaking new ground. It's not "Sales 2.0". There's no new sales magic here, no stunning new concepts. It's often said that sales is a "numbers game." But you'll only win the numbers game if you earn the right numbers Read More

What's a disappointing retail selling experience look like? It looks like this. Let's put an end to trite selling forever Read More

It's the last day of April 2010, and I hereby proclaim today a Fearless Friday. What is Fearless Friday? Well, you'll have to decide for yourself, because that's part of being fearless today. But here's what Fearless Friday could mean:.. Read More

This post is about selling, customer service, managing, and relationships. and virtually all relationships.

I regularly visit two dry cleaners.

Dry cleaner #1: The front desk person always has a smile on her face, calls me by name, acts excited to see me, and we chat it up for a couple minutes every time I'm there.

Dry cleaner #2: The front desk person doesn't Read More

We have a love/hate relationship with our sales careers. At one moment, we are proud of our accomplishments and celebrate the relationships we have built with our customers, and the next moment we d Read More

Sadly, customer engagement is being ignored in so much of business-to-consumer selling that in many respects we have nowhere to go but up. In many sectors of B2C selling (not to mention marketing and Read More

Here is an exhaustive list of what great salespeople do. Is anything missing from this list? Should anything be deleted from the list? Read More

My daughter and I went to Noodles and Company in Eagan, Minnesota, for dinner last week. We placed our order at the register, and as it became time for us to pay for our order, I realized I had left... Read More

I've been asked by Charles H. Green of Trust Matters to host the April 2010 edition of The Carnival of Trust. As a sales trainer and management consultant, I believe trust is at the very core of productive sales relationships, whether those relationships are ongoing, long-term relationships (as in the relationship between an insurance agents and her accounts), or very short-term (as in the relati Read More