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Customers remember the things you messed up all by themselves. It’s your job to highlight the times you went “above and beyond” for them Read More

I’ll never forget my grandfather’s reaction just after I graduated from college when I told him I had gotten a job with IBM. He was thrilled! Thrilled and impressed that I had be able to land such a fabulous entry level job. Then he asked, “Doing what?” My answer literally devastated him. “Sales? You mean you couldn’t get a real job? Read More

OK, so this isn’t exactly a business-related post, but I just can’t help myself. Look, only a few of you grew up in Quakertown. You know, right between Richlandtown and Trumbauersville Read More

“There's nothing so useless as doing efficiently that which should not be done at all" Peter Drucker Wise words we all must heed Read More

This isn’t the first time you’ve read about The Universal Language of Business on this blog. Doesn’t matter what they sell or what their SIC code is, ALL of your customers are in the money-making business. All sales reps must therefore learn how to communicate effectively using Finance, the universal language Read More

If customers can find the information they want using a Google search, why would they ever contact a sales rep? If it’s accessible via Google, they don’t need you. In fact, if it’s accessible via Google or from your website or from a competitor’s website, they don’t want you. They’ll correctly assume that all you’ll do is burn more of their time, and there’s not enough of that to go around as it is Read More

Success in sales, as a professional or at any level of management, requires a habit of continuous, lifelong learning. As a long-time advocate and (mostly) consistent practitioner of that philosophy, I try to stay alert for unexpected sources of new knowledge Read More

OK, sales rep or manager, you tell me what, if anything, is wrong with the scenario that follows. It includes buyers, sellers, partners and value for all involved Read More

I’ll never forget that coffee mug. It was the second year of my sales career, and I had finally submitted a proposal that got me invited to “present and defend” in front the powers that be in the executive conference room of one of my key customers. It sat in the middle of the table. Papa frog, mama frog and baby frog, smiling happily under that goofy slogan Read More

The first recording of this episode started with the recommendation that all sales reps should start a blog. After pondering a bit on the reasons behind the recommendation though, it became clear that a prediction was more appropriate Read More