Everyone is a salesperson … whether they like it or not

Everyone is a salesperson all of their life.  After all, whether you are a mechanic, teacher or a manager, you are selling ideas.  You are negotiating.  You are communicating … persuading … influencing. If you don’t believe you are a salesperson, I encourage you to rethink your position because…

Watch Out for These Four-Letter Words

    There are certain four-letter words that have no business in business. Many, in fact, are bad for business—so bad that using them may determine whether you stay in business. No, we’re not talking about profanity here—that’s a given. These are everyday words that really smart people eliminated…

Overcoming the Fear of No

  Rejection is a part of life. You can’t avoid it, whether you’re a salesperson with a tough quota or a shy nerd hoping for a date with a supermodel. You can’t let the fear of rejection paralyze you from the start, or you’ll never get any sales—or any…

My Interview With Chris Brogan

I was fortunate enough to have the chance to speak with marketing and media guru Chris Brogan recently about my new book The Mackay MBA of Selling in the Real World and about some more fun and interesting topics. I think we had both planned on a quick interview…

You Show Me Yours… I’ll Show You Mine

The most efficient way to expand your network is to trade networks with someone else. How big is your network? If you answered infinite, you’re right. At this writing, you’re limited only by the number of people on this planet. And that’s  if you don’t count pets. I know…

The Wisdom Of Dirty Harry

I’m always amazed when I ask someone who their customers are and they say “everyone.” You can’t log on with that one. “Everyone” equals “no one.” I make and sell envelopes. Everyone uses envelopes. So is everyone my potential customer? No way. The margins in the envelope business are…

Creativity Killers

Want to know how to kill creativity? go to a cocktail party. No, I’m not talking about tossing back Bahama Mamas until the only joke you can think of to tell is the latest Doonesburry cartoon. I’m talking about listening. Cocktail parties are all about unwinding, and when people…

Advanced Networking: The Fastest Track In Careers

In his book “What the Dog Saw,” Malcolm Gladwell titles one especially worthwhile chapter “The New-Boy Network.”  According to Gladwell, Microsoft CEO Steve Ballmer gave a speech to former Microsoft interns and a young man posed an astute question to Ballmer.  After that talk, Ballmer asked this college senior…

The Rule Of Ten Thousand

When you were a kid, you wouldn’t get the pie unless you ate the peas. As we get older, it gets more sophisticated. They don’t threaten to fire you to get a day’s work out of you. But there is a variation of the peas/pie gambit that still gets…

Never Be Your Own Hatchet Man

Ike had Nixon; George W. Bush has Rumsfeld; every ball club has the manager of the moment.  You have to get someone who can make the tough, mean, unpopular decisions–and can take the fall when they get too tough, mean, and unpopular.  You are the peerless leader. You couldn’t…