The Sales Challenge Blog

Dan Canzoniero, A Remembrance When the phone rang at 10:45pm, I had just fallen asleep. A sales rep at Gamse Lithographers (Baltimore, MD) was calling to tell me their owner, Dan Canzoniero, had passed away earlier that evening. Heart attack, he thought. My thought process went like this: (Hearing the ring) What is that noise? […]

The Sales Streak A fuzzy memory that may or may not have ever happened… Years ago, the Boston Celtics were playing and forward Rick Carlisle (now an NBA coach) was on a roll. He couldn’t miss. In fact, he didn’t. He threw in something like 11 shots in a row. For a brief period of […]

Essentialism and Sales Glancing at your to do list, you look top to bottom, scanning the tasks. Some are for business. Others are personal. Some are time critical. Most are not. As the day goes on, the list gets longer. A fertile mind seems to constantly give birth to another great idea. Or so it […]

Why You Should Read WSJ Daily This is going to sound like a commercial, but it’s not. It’s a blog that hopefully reads like a suggestion but sounds almost like a plea. You should be reading the Wall Street Journal every day. I do not consider myself intelligent. I’m not book smart. I grew up […]

Your Outgoing Voicemail Message You probably don’t put much thought into it, but your outgoing voicemail message is a selling tool all by itself. Let me give you an example… “Thank you for the consideration of your call.” That was at the end of one client’s message and not only did it give me the […]