Myths of the Marketplace

  1.       We don’t have any competition. This is the attitude that practically sank IBM, General Motors, Schwinn bikes, and every other company that thought they could disregard and/or abuse their customers endlessly because their products were unique and indispensable. Surprise! They weren’t. Every business, every individual, has competition….

Follow the Leader

  Bill Gove was a legend as a salesman at 3M. He used to tell this story in his motivational talks to the troops. “I was just starting out in sales when my boss called me in and said, ‘Bill, I want you to go to New Orleans and…

The 7 Cs of Success

On the road to success, you may take a few detours, hit some roadblocks and arrive at a different place than you’d planned. I’m still on my journey, and I’m offering you my map for smooth sailing, traveling the Seven Cs of Success. Clarity: 80 percent of success comes…

Don’t Be Intimidated by a Reputation

Von Clausewitz, the great military strategist, observed that it is the mark of inadequate commanders to fail to seize the initiative because they overestimate the strength of their opponents. For years, General Motors and IBM dominated their industries despite critical deficiencies. The companies that should have been willing to…

Acting Smart and Being Smart

Of all the human failings that can destroy a business, arrogance is the deadliest.  it is the most readily acquired, the easiest to justify, and the hardest to recognize in ourselves. It’s different from greed, laziness, or dishonesty.  These faults are usually individual flaws, not contagious to entire companies….

5 Ways To Ruin A Good Sales Force

We’ve all read countless cautionary tales about once-mights companies that lost their way.  The horror stories usually blame products that haven’t kept up, dumb acquisitions, weak marketing strategies, byzantine decision-making procedures, or overloaded debt structures. There’s another major reason companies hit the skids, and I have yet to see…

Olympic Champions Ride The Pine

Riding the pine, sitting the bench, carrying the water, call it what you will…it’s all the same. It’s the guy or gal who doesn’t get put in the game until the score is so lopsided the C or D player couldn’t possibly hurt anything. Sometimes these are young players…

Your Ultimate (Web) Makeover

Google yourself on the web. Put your name in quotation marks. If you have a common name, you may have to add a few other cues, such as company name, city of residence, or alma mater. If the only hit that pops up is a Facebook photo of you…

Messages To Help You Improve Your Attitude

Are you in a slump? Need a boost? I want to take the opportunity to share a few messages that might help you improve your attitude. They are straight out of my latest book, The Mackay MBA of Selling in the Real World.  Hope they help! Want even more helpful…

Be Yourself

At a Woodrow Wilson Foundation dinner in 2006, I was invited to be the emcee. Here’s what I said to kick off the occasion: “I asked my wife, Carol Ann, what kind of words might suit the occasion. ‘Whatever you do,” she said, ‘Don’t try to sound intellectual, Don’t…