The Ultimate Sales Compensation Question

“Should sales reps be paid even more than you?” My friend, Kenneth Manesse Sr. asked this question in response to Inc.’s article. “4 Things Every Entrepreneur Should Know About Sales.” … [Read more...]

Book Review: “High-Profit Selling, Win the Sale Without Compromising On Price” by Mark Hunter

  The battles over price are as old as selling. Can you picture the first dirt farmer negotiating for some livestock? Learning how not to flinch when a customer claimed “Your price is too high” took mentoring and practice. When I finally understood that price complaints are to be expected and a sign that the game’s afoot, my reflexes changed. … [Read more...]

Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers by Ron Karr – Book Review

More sales books, blog posts, and articles are published monthly than all the material available when my sales career began in 1971. Finding the gems can be daunting, so I was fortunate to find “Lead, Sell, or Get Out of the Way.” I met the author Ron Karr on Twitter, enjoyed his conversations and posts, and liked what he says about selling. A Fox TV interview with him finally piqued my interest … [Read more...]

You Can Herd Cats & Salespeople

Anti-cat people, like I once was,  are challenged by feline independence and the seemingly impossible task of training them. Training and herding top sales producers and cats are not very different, but both are doable.  … [Read more...]