Winners thrive on competition

I hate to lose. That said, I am proud to admit that competition has made me a better businessman, a better golfer and a better person.  And when there isn’t another company or business to compete with, I try to outdo myself.  If that sounds simple, well, it is. …

The 10 Commandments of Networking

  1. I will not assume that the person with the credentials is the person with the power. 2. I will not confuse visibility with credibility – mine or anyone else’s. 3. I will avoid being a schnorrer (or a goniff or a nudge, for that matter). 4. I…

Read Any Good Business Books Lately?

People who read business books earn more money – a lot more! – even in tough economic times.  According to a number of studies, business people who read at least seven business books a year earn over 2.3 times more than those who read only one per year. Why? One…

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…

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…