A Memorial Day Tribute to Two Great Mentors

This site is dedicated to sales and marketing professionals. Mentors are an important. Two of the most influential people in my life were my mother and father-in-law. "They Walked Into Hell for a Heavenly Cause for You – A Memorial Day Tribute" “Dad never talks about his career” my future wife Sally insisted on the way to my introduction to her parents “and neither does mom.” Sally and I had … [Read more...]

It’s National Sales Day!

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, handed it to me, and invited me to sit with him.  Jay turned to me and asked, “Do you know what day it is?” As I shrugged my shoulders he … [Read more...]

I Want a Sales Force of Derek Jeters

Queuing up the Yankee ballgame on my iPhone, in hopes of seeing Derek Jeter hit number 3,000, evoked childhood memories of my very first mobile device. My father cashed in wrappers from the countless cigars he smoked to give me the most popular electronic communication device in history. I was 8 or 9 years old when he called me into the living room to watch him set it up. He opened the back and … [Read more...]

How to Exceed Your Sales Quotas

The company set my quotas, but I had goals. Quotas and goals are not the same thing. My Goals exceeded the company’s expectations.  The company's vision was bottom line numbers, but I had a vision for my entire life and my sales goals were set to achieve that vision. Their quotas became irrelevant. In 1983, the vision for my life was compacted into a short list, penned on the back of a photo of … [Read more...]