Updated July 30 at 5:27pm
Advice
151 results total, viewing 91 - 100
Humbug. Salespeople hate holidays. Holidays are an excuse for decision-makers to put buying decisions on hold. But the worst of them are the Christmas to New Year's stall. "Call me back after the holidays" and "Call me after the first of the year" … more
My friend Sam is an avid golfer. He plays every chance he gets. He also makes a practice of working out at the gym on weekends, and prefers to get an early start there. One Saturday, the forecast called for a warm and sunny morning with … more
Just because Uber is trying to be like a limousine company doesn't mean we, as an industry, should be having sleepless nights and restructuring our entire business plan to be like them or, to put it simply, to be an "on-demand" industry. If having … more
Here is a question I've received more than 100 times in one form or another: How do I make a (better) name for myself? Here is the premise, the definition and the answer: In sales it's not who you know; in sales it's who knows you. … more
Last spring, I was playing a great game of golf. I stood on the 18th tee, and with a birdie on the final hole, I would shoot an even par 72. I pulled out my driver one last time. Having hit 13 good drives in a row, I was superexcited about telling … more
No matter what you do, getting ahead shouldn't depend on lucky breaks, favoritism or even hard work. It should be in our control. To make that happen, certain behaviors will help you stand out from the crowd. Here are eight of them. n Be … more
As the commercialism of Thanksgiving fades into the commercialism of Christmas (or whatever one is allowed to call it these days), several thoughts have occurred to me that will impact you as a person, a salesperson and your business. … more
We've all heard the old adage that you can't buy happiness. Well, it turns out that it's not exactly true. You actually can buy happiness – when you spend your money or your time on others. Does that come as a surprise to anyone? It's … more
A revision to the U.S. Department of Labor regulations is expected to result in over 5 million more employees soon being entitled to overtime pay. More specifically, the DOL's proposed rule change will revise current law by requiring that an … more
I've had this little gem tucked away for many years, and I refer to it from time to time to remind myself of what's really important. I've searched for the source, which I haven't been able to find, because I'd like to thank the author for these … more
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