“There must be a better way,” I remember thinking to myself in the early days of my selling career as I left an initial meeting with a new prospect. My first meetings were usually very short and not too productive. After a pleasant greeting, I would say that I didn’t really need to meet with […]
One of my favorite national sales magazines recently published a story about Gateway 2000, a booming computer manufacturing company. In describing its sales force, the Vice President for Major Accounts was quoted as saying, “Our sales organization was almost entirely reactive and just responded to inbound calls… customers had to call us to buy the […]
“Remember, Brad,” Dad would remind me during a talk to get out there and make things happen, “nothing happens until someone sells something.” Boy, do I remember that one. The wisdom he instilled me with as I started my company at the ripe (and very ignorant) age of 20 still affects my attitude toward sales […]
Are You A Triple-A Salesperson?
“Remember, Brad,” Dad would remind me during a talk to get out there and make things happen, “nothin...
Kill ‘Em With The Close
One of my favorite national sales magazines recently published a story about Gateway 2000, a booming...
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