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...]

Are You Selling Like Publishers Clearing House?

The first time a “You won a $1,000,000” showed up in my mailbox, my sales and marketing mind was piqued. Opening this treasure revealed I had not won anything yet and might only win a car or digital clock with a shortwave radio that doesn’t work. The pitch unfolded to a litany of stuff I did not want, yet subliminally suggested a purchase would help me win. Sales people spend tremendous effort … [Read more...]

Are All Sales Opportunities Equal?

The most widely accepted definition of a qualified sales opportunity is a decision maker with a budget to purchase a product or service. But are all sales opportunities equal? Are identical offerings to two different buyers equal in value to the sales rep? In the 1940s, Frank Bettger, author of the sales classic “How I Raised Myself From Failure to Success” made several game changing … [Read more...]

Sushi Chefs & Salespeople

I love watching a great sushi chef at work, so I sit at the sushi bar. They are masterful, food artisans that create with exquisite detail, care, and enthusiasm. The sushi chef knows that's why you're sitting at their bar, and usually, the patrons at the bar get better cuts, and a more decorative presentation, and ornately cut oranges for dessert. The chef's tip jar gets filled and they get a big … [Read more...]