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Too many marketing departments are still living in the 1990s with how they feel salespeople should be making presentations. Marketing departments are notorious for making slick presentations that do nothing but extol the virtues of how wonderful their company is. I call these “capabilities present Read More

Sally and I love pistachio nuts. We always race for the meaty ones bursting out of the shell. They’re the easiest, best tasting, and give the most for the least effort. When the best picks are gone, we fish through the bowl and pick the promising nuts. They take a little more [...] Read More

Sally recently learned the difference between value proposition and cost benefit when one of her dance students did not return this fall. Jenny had been studying at her school for two years and was ready for a more advanced level. Sally told Jenny’s mother the exciting news and penciled her in the Read More

Back in the 80’s, I was fortunate enough to spend the evening with an icon in the machine tool industry at our monthly association meeting. Jay was an old school, NY sales pro in his 60’s. When I saw him, I told him I liked his tie. He immediately took it off, [...] Read More

A linguistics professor was lecturing to his class one day.

“In English,” he said, “a double negative forms a positive. In some languages, a double negative is still a negative. However, there is no language wherein a double positive can form a negative.”

A voice from the back of the room Read More

Whenever I needed money, my dad’s no took the form of there’s a time and place for everything sermon followed by now is not the time or place. I rarely got any money, which is one of the reasons I went into sales. My poor sense of timing transferred to the early part of [...] Read More

Outside of family, everyone else I know was a stranger first. Some of the people I have met over the years are just as strange as me, if that’s possible, and in a very good way (tongue-in-cheek). But now I know them as acquaintances, business associates and friends. And I hope they don’t think... Read More

Your search for a sales centric CRM that supports frontline salespeople and meets the needs of sales managers and executives may be over. Landslide was the 2010 Gold Medal Top Sales Awards Winner for good reason. A two hour demo with VP of Sales Eric Anderson made me a believer. Landslide won... Read More

The advent of summer meant baseball, beach, and crew-cuts. We sat inline in green leather chairs at the barbershop waiting for a promise that outweighed our disdain for the production head shave. The insult was followed by the injury of a burning slap on the neck with the green tinted alcohol combs Read More

Do You Really Give a Shit About Your Customers?
Do you care how they feel or how they are?
Do you care about their future?
Do you care about their careers?
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