Do you have problem accounts? Selling doesn’t have to be this hard

They always call after 5:00 or on Friday afternoon!     You know the ones I’m talking about – you dread their calls.  That twisted feeling in the pit of your stomach comes back every time their name gets mentioned.     And it’s a good 4 hours to calm down after your call. The amount of […]

Who Is Responsible for Your Success?

You might not like the answer!   One of the interesting aspects of being a professional salesperson, that you may not think of, is that most salespeople are “employees at will”.    That’s not to say that other professionals don’t fall in that same category but we’re not talking about them now.    What this […]

What was the last sales book you read and finished?

“Reading is still the main way that I both learn new things and test my understanding.” – Bill Gates   What is a sales book?   It is one person’s subjective perspective on how to achieve a goal.     It is a single view of a success story.  It is not the definitive answer nor […]

Be careful of the power of words

They can be sharp as a razor and comforting as a pillow Truth be told we have a problem in this country with our language.  We call it English.  But it’s certainly not the same as people in England speak and our language did not solely come from England.   The United States has been […]