• "Caveat Venditor" - The Purification of Sales

    Posted Mon at 7:48 AM by Bill Brown

    In his best-selling book “To Sell Is Human”, author Daniel H. Pink introduces a Latin phrase that is probably new for most of us: Caveat Venditor. It means “seller beware”. We all know the antithesis of Caveat Venditor; it is Caveat Emptor: “buyer beware”. We...

  • Get Your Head Out Of Your Sass.

    Posted April 20 by Dan Waldschmidt

    From time to time it’s important to force yourself to get a new perspective on the world around you. If all you ever do is talk to the same people about the same subjects, then you’re just going to get the same recycled ideas and agreeable conversation that drives stagnation. You&r...

  • Salespeople Are the New Superheroes

    Posted April 19 by Jeb Blount

    By Jeb Blount, author of People Buy YOU Let’s get real. The world continues to wallow in an economic malaise where unemployment is high and consumers and businesses keep their pocket books mostly closed. It is a tough time to be a sales professional. This is the brutal reality. The global ec...

  • Nice Guys Do Not Finish Last (Well, Not Always).

    Posted April 18 by Bill Brown

    Former Dodgers manager Leo Durocher is credited with saying, “Nice guys finish last.” The meaning behind this phrase is plain to anyone who has ever played the game of baseball. No matter how much you may like the guy on the other team you are playing to win. Personal relationships canno...

  • Doing Whatever It Takes Is What It Takes

    Posted April 12 by Dan Waldschmidt

    You won’t get far in life doing the bare minimum. To be candid, you won’t get much farther doing a little bit more. It’s easy to think that because you’re doing one more thing than those around you that you’re automatically destined for greatness. The truth is tha...

  • Stop Getting Angry. Get Even.

    Posted April 6 by Dan Waldschmidt

    If you don’t like it, change it. It won’t be easy. It won’t all happen in a day. But if you work long enough and smart enough, you can change what frustrates you in the world around you. Let’s be frank. A lot of what distracts you from achieving the goals you set out ...

  • Why Saying NO to Yourself Makes Such A Big Difference.

    Posted March 30 by Dan Waldschmidt

    One of the distinguishing characteristics of ordinary people who achieve outrageous success is their ability to deny themselves pleasure during their pursuit of big dreams. Instead of getting sidetracked with trendy technology, vacation homes, or the latest and most fashionable vehicle, ordina...

  • Owing the Buck

    Posted March 26 by Bill Brown

    President Harry S. Truman had a sign on his desk that read, “The Buck Stops Here.” The meaning behind the saying is clear. The person who stops the buck is the one who takes responsibility. “The Buck Stops Here” is a Franklinesque saying. But in the arena of providing memorab...

  • A Lesson from the Batter's Box

    Posted March 24 by Bill Brown

    I am always doing that which I cannot do, in order that I may learn how to do it.                                     ...

  • Negative Words Are Stealing Your Success and Happiness

    Posted March 23 by Jeb Blount

    This past week a friend called to ask how I was doing. As soon as I answered the phone I began complaining about how long I'd been out on the road traveling. Mostly it was just tongue in cheek jokes about planes, trains, automobiles, and rude people, but the words coming out of my mouth were overwhe...

  • You Always Have Enough TIme.

    Posted March 22 by Dan Waldschmidt

    You always have enough time to finish a little bit more of what you have started. You always have enough time to take a second look to check the details. You always have enough time to work a little bit harder than you did the last time. You always have enough time to share a motivating word to s...

  • What It Really Means To Be A Screw-Up.

    Posted March 16 by Dan Waldschmidt

    You’re going to make mistakes. You are going to try hard and end up losing. You’re not going to get it right every first time. You’re going to bite off more than you can ever chew. You’re going to screw up. You’re going to aim high and miss the mark. You’re ...

  • We Fix Bikes

    Posted March 15 by Bill Brown

    Actually Don and Robert do not fix bicycles. Don is responsible for the crew that installs new washers and dryers and Robert supervises the techs that keep them running. Both of them work for the same company I work for. Last fall Don and Robert attended an open house for one of our top customers ...

  • What Working Smarter Really Means.

    Posted March 9 by Dan Waldschmidt

    It use to be that your time clock was the sun. You worked from daylight until dusk to produce a successful harvest. There was no understanding of working a “9 to 5″. No populist “need to be balanced”explanation for working less. You weren’t smarter because y...

  • Go Sell!

    Posted March 4 by Alice Heiman

    Go Sell!  What are you waiting for? I wish is was that easy. There are many things that get in the way of selling. What do you really need in order to just go sell. Number one, you need time. That means you have to become a master of your calendar. A business owner called me the other day and...

  • When Opportunity Knocks

    Posted March 3 by Les Lent

    Opportunity knocks all the time. Sometimes we hear it—sometimes we don’t. I suspect the reason we may not hear it is because we are unclear on what to be listening for. A colleague of mine recently shared his version of the 3 opportunity or warning signs. Each of these can create an oppo...

  • The Lie Of Easy Choices.

    Posted March 1 by Dan Waldschmidt

    There is no such thing as making an easy choice. By definition — if it is a choice, it’s hard work. It requires that you consider multiple options. It demands that you make a determination that could impact the rest of your life. What’s easy about that at all? The problem is t...

  • It Doesn't Matter Until It Does.

    Posted February 23 by Dan Waldschmidt

    It doesn’t matter that you come in to work late each day until you get passed over for a pay raise and promotion that you deserve. It doesn’t matter that you’re “just being honest” until you can’t seem to find anyone willing to stand behind you any more...

  • Sales Compensation & recent Harvard Business Review conclusions

    Posted February 21 by Jerry Hegarty

    An interesting article was published recently by Adamson, Dickson & Tomas of CEB in the Harvard Business Review 'Why Individuals No Longer Rule on Sales Teams' which certainly got my attention. The piece contains some interesting discussion of the emergence of social selling and proposes this as a ...

  • 15 Tips to Surviving (and Thriving) with Voicemail

    Posted February 17 by Helen Bereschinova

    Voicemail is either our best friend or worst enemy (or possibly a little bit of both). Is it a convenience in sales and critical in our selling skills — or just one more layer sabotaging our sales success as we try to reach clients and prospects?My suggestion is that instead of lamenting about...