LATEST POST

Income Inequality for Salespeople

If you’re in sales, income inequality is very easy to understand: Good salespeople earn more. Bad salespeople earn less. If you’re in straight commission sales, the stakes are even higher: Great salespeople earn a lot. Poor salespeople earn nothing. Being involved in sales for nearly all of my adult life, this makes perfect sense to…

Continue Reading →

People Don’t Like to Be Sold by Idiots

Jeffrey Gitomer is a brilliant guy. His Little Red Book of Selling is a great read.  But I’d like to offer an alternate take on one of his most popular sayings… Gitomer is famous for popularizing the phrase “People don’t like to be sold, but they love to buy.” It sounds right when we hear…

Continue Reading →

The Ledge

Talking Businesses Off the Ledge…

Over the years, I’ve worked with a lot of businesspeople and had to talk quite a few of them off the financial ledge.  Many were ready to give up. They were frustrated. Overwhelmed.  Exhausted.  Salespeople blame their managers. Entrepreneurs blame their employees. Franchisees blame their franchisors.  Yet in every case, the solution was never found…

Continue Reading →

The Marketing Sales Connection

The Marketing Sales (Dis)connection

I am constantly amazed by the huge disconnect which exists between marketing and sales in many organizations. For some, it’s a lack of communication or coordination.  For others, it’s a source of mild tension. Still others are downright hostile to one other — i.e. marketing doesn’t respect sales and/or vice versa. How can this happen?…

Continue Reading →

Page 1 of 5