Strive For Excellence

A friend sent me an amusing story about working for the “Average Company,” which she’d read in Simple Tools and thought it was worth passing on. Now I’m doing you the same favor, because if you are getting bored with striving for excellence or settling for just doing a…

Passion: The Prime Mover

I recently came across a terrific description of a salesperson… and it’s from the 1940s. Aside from the sexist language, a sign of those times, I think it’s still right on. During a convention of Chrysler sales managers in Los Angeles–back when Chrysler was an auto superpower–Harry G. Moock,…

There’s No Education Like Adversity

Life is not a steady ascent. It doesn’t go straight up… a lot of lumps and a lot of bumps… a lot of throttling up and a lot of throttling down. I have never yet met a single successful person who has not had to overcome a little or…

Trust Your Hunches

My favorite Peanuts character, Charlie Brown, is on the pitcher’s mound psyching himself up: “It’s the last of the ninth. The bases are loaded. there are two outs, and the count is three and two on the batter. If I get him out, we win!” At this point, Charlie…

Rain Can Make Your Parade

Retired Indianapolis Colts coach Tony Dungy is a master of helping those around him visualize victory. He’s been that way ever since his high school playing days, which is one reason I worked so hard to help recruit him for the Minnesota Gophers, where he was a college gridiron…

So You Aren’t Johnny Depp…

Do you lack the dazzle of Angelina Jolie’s lagoon-blue eyes or the regal command of Meryl Streep’s screen poise? Come up short on George Clooney’s suave or Daniel Craig’s rippling abs? Well, you don’t have to rate first billing to be billing first.Call attention to your strengths, recognize where…

The Mackay Elite 8: A List of Life Changing Sales Books

I’ve consulted top salespeople, sales trainers and booksellers, and all concur that these volumes belong in ever serious salesperson’s collection. All are currently in print and readily available; they appear in no particular order below. These authors have inspired me over the years. I know they’ll help you too….

Big Cats: Rarely In The Bag

Oil magnate John D. Rockefeller once opined, “I do not think there is any other quality so essential to success of any kind as the quality of perseverance. It overcomes almost everything, even nature.” I’ll never forget watching the broadcast of The David Susskind Show some years ago. He had…

Trust Is A Must

People in business don’t have to like each other, but they do have to trust each other. At MackayMitchell Envelope Company, we don’t tolerate anything less than honest negotiations and delivery guarantees. An envelope is a very standard commodity. Sure, the paper, the glue, and the size can vary….

Without A Goal, You’ll Never Score One

I once heard a math teacher announce an unusual dream at a school assembly: “I hope you all fail,” he said to an audience of high school seniors eager to go out and conquer the world. “Because if you don’t, you haven’t set your goals high enough.” Betting by…