Industry Insight

Sales is a dynamic industry that changes day to day, week to week, year to year. The best sales professionals work to own those changes!

February 26, 2020
Customers

A Letter To Retail Customers

Dear Customers, Normally, sales professionals and sales leaders look for my articles for information and insights. Today I want talk across the counter, directly to you: […]
September 26, 2019
case-study

Case-Study: Green Eggs and Ham!

Let’s talk about Sam.  Sam is a great saleswoman.  Sam has one product to sell,  Green eggs and ham!  In his critically acclaimed, 1960 business development […]
March 12, 2018
Prospecting

Prospecting Success In 4 Easy Steps

Prospecting is the soil in which sales careers grow. Like farmers planting this season’s crops, sales professionals do amazing amounts of research, leg work, and phone […]
February 26, 2018
Starvation

Save Your Starving Salespeople

In the mid 1940s, a groundbreaking experiment was conducted at the University of Minnesota to study the effects of starvation on humans. In a controlled environment, […]
February 1, 2018
Projection

The Danger of Projection

Projection has always been blind spot for sales professionals. We all have been told some version of the “millionaire dressed like a bum” retail sales parable! […]