Going Beyond The Norm

Being the best is never easy. When you study the life of elite athletes, for example you will find some of the same list of characteristics. And at the very top of that list is hard work. Plain old hard work. These athletes work harder than anyone else. They are the first ones there in […]

It’s All About Customer Service 

Customer Service as the Face of a Company No matter how you look at it, it all gets down to customer service, and I mean great customer service. If you think about your own experiences for a minute you’ll come to realize that it’s all about how the people you are dealing with, the people […]

Mistakes Salespeople Make

We have spent a great deal of time listing all of the things that great salespeople should be doing. Now it’s time to reverse that and learn from others’ mistakes. I sat down this week and listed some of the more common and dare I say damaging, mistakes that salespeople make. Most of these I […]

Groundbreaking Marketing Stories From The Past

Let’s have some fun! We’ve been pretty serious lately, delving into ways to be better and make our companies better and our customers love us. It’s time to loosen that proverbial tie (when is the last time you saw someone wear one of those?) and talk about some fun marketing stuff. I did my homework […]

Dare To Be Great

We all know it is hard out there right now. I have spent the past few weeks taking calls from salespeople who are more than a little discouraged, wondering what is going on. Everyone seems to be looking for answers as to why they aren’t making their numbers. Some of them blame China, some blame […]

11 More Ideas For Selling In Tough Times

A few weeks ago, I wrote a column about what to do if sales are slow or down. Since then, things have not gotten much better. I have to agree with what people are saying.  Yes, as far as I can see, things have slowed down in terms of PCB sales. Not only here, but […]

Business The Elon Musk Way

I’m reading Walter Isaacson’s new biography of Elon Musk and I have to say it is great! It really gives an in-depth description of what the richest man in the world is really like. I strongly recommend that everyone read it. It is worth the time. Believe me. I’ll be doing a review on the […]

Stop Your Love Affair With Certainty

Sometimes standing still, doing nothing, is the most dangerous tactic you can take. I have found that most of the companies I work with who have got themselves in a jam have done so by not doing anything. They had seen their impending doom, but were too frozen in their fear of uncertainty to do […]

Don’t Sell The Product. Sell The Company

For a great long-term synergistic relationship – actually partnership – with your customers, it is much better to sell the company than just the product. Selling your company’s culture, getting your customers in love with doing business with you, is the very best way to develop relationships. We have all heard about companies that have […]

Leaving Those Voicemail Messages

Sales greatest secret, a great salesperson’s greatest challenge. Whenever I am working with salespeople, especially new salespeople, helping them with their cold calling to generate leads, one of the things that always comes up is the question, “What is the best voicemail message I can leave to make sure the customer calls me back?” Honestly, […]