Behind On Your Goals or Need Inspiration? Sell Like Louis Armstrong

My friend The Irreverent Sales Girl (ISG), whose identity remains stealthily behind her mask, inspired me last night with the first line from her post, “You today have 31 days to meet your first quarter goal.” My keyboard must have been possessed, because the next think I saw was my comment “31 days to surpass...” ISG generously replied, “RIGHT! You said it better.” Then I remembered an … [Read more...]

The Sales Professional’s Independence Day & Bill of Rights

Early in my career, I suffered under the delusion that my job was to sell everyone. I tried relentlessly to turn around purchasing agents who sat salespeople in uncomfortable chairs until the sales rep begged for mercy and caved into brutal demands. I tolerated executives who treated account salespeople like the scum of the Earth. And I courted gatekeepers who rivaled the seven-headed serpent that … [Read more...]

Pistachio Nuts and Sales Opportunities

Sally and I love pistachio nuts. We always race for the meaty ones bursting out of the shell. They’re the easiest, best tasting, and give the most for the least effort. When the best picks are gone, we fish through the bowl and pick the promising nuts. They take a little more work for a little less meat. Finally, only the tough nuts are left, the airtight sealed nuts that take more work. Out … [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...]