Archive › January, 2003

A Word to the Wise

If you’re reading this article, you probably don’t need to. Confused? Good, I got your attention. The people I’m really directing this article to are those who probably got into selling by accident and don’t take it all that seriously. You know the ones. They’re glib, they’re good, and they treat selling like a game […]

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Know When to Quit… But Don’t Quit Too Soon

Most salespeople don’t know when to quit. They don’t know when to quit talking… when to quit selling… and when to quit trying. They talk too much, sell too long and give up too soon. What’s worse, not only do some salespeople give up too soon, they often don’t even get started! In a survey […]

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Coping With Sales Management Overload

I was having a therapy session with a couple of district sales managers the other day when an interesting topic came up "” coping with overload. By the way, a therapy session is when I buy someone lunch and they use the opportunity to vent. I don’t mind the venting because that’s how I get […]

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