Success in Print: What’s Old is New Roughly a million years ago, I started my sales career in Worcester, MA for a business forms company called UARCO. The other sales rep in our tiny office was a wonderful guy by the name of Mark Walter. Mark would go on to enter politics in Connecticut and then
Why You Get Voicemail For 25 years, I have asked my live audience is a question: "Owners and managers in the room, what percentage of the time when the sales rep is making a call on you do they leave one voicemail message and never call again?" For 25 years, that answer has come back consistently
What You Drive Does/Doesn’t Matter My brother, Andy, and I have long discussed the pluses and minuses of driving a nice car. It’s a pretty clear cut conversation and the answer becomes obvious. Care to join us? Why you should drive a luxury car: You’ve earned it. Why not? You spend a lot of
What If...? I was on the phone with a representative from LL Bean. Years ago, I learned not everyone knows about this Freeport, Maine company and there are actually some who don’t care. New Englanders are bound by DNA breeding techniques to not only shop there but visit the giant store at some point
Goal Setting for Sales Let's talk about goal-setting. I'm a big believer/fan of establishing goals and then working to meet or exceed them. Before one week ends, I have specific sales activity goals for the next week and check my progress several times to ensure that they are achieved. Goals can
Two Questions to Ask When Business Is Booming Heard you had a good month. That's awesome. Congratulations. In fact, you used a phrase rarely vocalized when you said things were "Crazy busy." You are in the zone. Enjoy it. As stressful as it may be, it's temporary. This too shall pass. In fact,
The Problem With Starting Meetings Late I am writing this blog while waiting for an 8 am phone meeting to begin. It’s now 4 minutes after the top of the hour and the call organizer has yet to show. I get it. People are busy, blah blah blah. But here’s the thing: A. My time is being
Writing For Him/Her/He/She, You, and PNTS I’m confused. This PI World blogger is 58 years old, gets called, “sir” far more often than he is comfortable with, and hits the “Delete” button a lot while writing a gender-specific sentence. Case in point… The sales rep sits at his desk.