The Ten Sales Commandments

THE TEN SALES COMMANDMENTS    I.     Thou shalt believe in thy company and its products, that others may believe.  This is #1 for a reason:  It is absolutely critical.  If you intend to be a top sales professional you’d better select something in which you truly believe.  In your heart of hearts you want to… [Continue Reading]

The Myth of Motivation

Alec Baldwin, with his best flinty-eyed glare, announces the new sales contest. “First prize,” he says “is a brand new Cadillac Eldorado.  Second prize is this set of steak knives.  Third prize:  You’re fired.” The movie is “Glengarry, Glenross.”  Baldwin is the ruthless sales manager addressing his motley crew of losers and has-beens.  Their mission… [Continue Reading]

Why You Need F-You Money

Shortly after 9/11 my company kicked me to the curb. Six months earlier our division president had taken me to a congratulations lunch for a record breaking year. We were explosively growing and embarrassingly profitable. Over a bottle of fine wine we discussed my very bright future. It was the best job I’ve ever had…. [Continue Reading]

My short attention span

Now that I’ll probably never have a full-time job again I’ve finally figured out something.  I’m good for about four years. I just quit my job.  Best boss I’ve ever had.  Great properties.  Wonderful team.  Fine industry.  Customers who were friends.  My boss said, “You may not believe it now, but in a couple of… [Continue Reading]