The ABC’s of Selling

Over the years I have learned (and keep learning) a lot about sales. I am hoping that my first hand experience can give you an edge and a head start to success. Here are some quick and easy ideas that can and will help you nail down your sales….

Hands-On Beats All Else

In the National Hockey League, there’s a saying: “You can’t ride the boards to glory.” In other words, you’ll never win the Hart Trophy–recognition for being the League’s most valuable player–with your fanny glued to the bench. For sales–as with everything else in life–there is no substitute for hands-on…

Giving Thanks For Your Customers

Today’s mail included the first holiday greeting of the season – for Thanksgiving.  One of our vendors sends us an eye-catching Thanksgiving card every year, thanking us for our business.  This is an approach I started my first year in business. What I love about this custom is that…

The Mike Litman Show

I had the pleasure and opportunity to talk with Mike Litman on his radio show about my new book The Mackay MBA of Selling in the Real World. This whole launch process has been a great opportunity to meet and talk to so many impressive and amazing people.  Mike…

Tweaking Your Public Speaking

There are only two times in life when you’re really alone – just before you die and when you have to make a five-minute speech.  Studies have found many people would rather die. You may know Teddy Roosevelt’s “Man in the Arena” speech.  “The credit belongs to the man…

Better Humble Than Stumble

In the history of the world, there has never been a city that juices itself more on ego then Tinseltown. That said, I remain a huge movie buff and religiously watch the Academy Awards telecast. I’m even more interested because my son, David, is a film director and producer…

Integrity Deflates Easily

Ethics and integrity must be the cornerstone of every sales professional’s existence. Let me tell you a true story about Professor Bonk, who taught chemistry at Duke University. The lessons: First, integrity is always right. Second, dishonesty can be very risky business. One year, three guys were taking chemistry…

Overcoming Rejection: Tried & True Tips

Take the criticism, but don’t take it to heart. Realize 10 setbacks are the admission price for any major win. Analyze every failure, but never wallow in it. Don’t break stride and let this loss cost you your focus on the next race. Recognize no one person can please…

Every Business Plays ‘Moneyball’

Art imitates life.  That statement is so true in what I consider to be one of the best movies of the year, “Moneyball,” based on the true story of Oakland A’s general manager Billy Beane.  You don’t have to be a baseball fan to learn monumental lessons from this…

The Single Most Powerful Tool for Winning a Negotiation

Herr Schwan demonstrated that walking away from the table is not just for when you don’t want to deal. Sometimes it’s the only way you can make the deal you want. If you have to have a deal, then all the other side needs to do to win the…