Aug 27, 2020
: In my first professional selling job, I learned a fundamental principle which is all too often disregarded by sales people today. The principle is this: If you are going to present effectively, you must prepare thoroughly.
Unfortunately, far too many salespeople fail to thoroughly prepare their...
Aug 20, 2020
We are in the middle of some difficult times. Rather than belabor that point, I’d like to come to the heart of the problem: What do we do? We need to answer that question in an immediate, urgent basis: What do we do right now?
We also need to answer the question in a strategic, on-going way. What do we...
Aug 13, 2020
I’m afraid for the future of our country. I’m afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society -- is rapidly disappearing. In its place, we are witnessing a whole host of alternatives. It is like thousands of years of human development has been...
Aug 6, 2020
In this podcast, I respond to two listeners questions: One has to do with how many appointments a salesperson should make, and the other asks about being frustrated trying to get an appointment in an account. My answers may surprise you.