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An open and public discussion with David Brock on competitiveness in salespeople. This is the third of my postings on competitiveness and a response to David’s second post on the same topic. We disagree and we do so without being disagreeable. Read More

They employ a sales force with little or no experience and still manage to move a startling 200 million unites a year of a product not available in stores during the Spring season exclusively with an estimated annual revenue of $700 million a year. Yea, we're talking about the Girl Scouts and why wouldn't we want to get inside such an efficient and profitable sales operation? Here's an overview f Read More

It's time to stop playing defense. To survive a brutal economy like this one, you need to spend at least as much time building your business as you do cutting costs. That means going on the offensive. Read More

The Internet is a great tool for increasing the breadth of the information we acquire. But it is doing so to the detriment of the depth of knowledge. The impact are even worse for our time, our focus, and our attention. As this societal change continues, those who are able to discipline themselves to give their ideas, the projects, and their tasks their full focus and attention will have a strong Read More

It's Girl Scout Cookie time, so I took my daughter out for her first door-to-door selling experience on Saturday, spending three-and-a-half wonderful hours with her. Here's what I learned about selling on that cold January day. Read More

The world’s oldest profession involves selling. One might even argue about which came first – the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun.

You have the freedom to SELL! You can sell as much as you like, to whomever you like, for whatever the acceptable rate is, without exploiting yourself Read More

It is important that you as a salesperson know your business and the prospect’s business well enough to be able to make improvements. You must be well-equipped and well-informed about your product and service offerings and how they create value for your customers. However, that knowledge can’t be allowed to overrule other possibilities. Read More

Steroids have been in the news this past week with Mark McGwire's admission that he used steroids while playing Major League Baseball in his interview with Bob Costas on the MLB network. Read More

In the end our successes and our failures have more to with what we believe and the actions we take than any external factor. Regardless of the goals and targets set for you, your personal and professional development are primarily your responsibility. Don’t simply accept the goals and targets that are given to you. Read More