The Salt Lake City Comic Con certainly proved people love their Superheroes. It has been called “nerdy”, but call it what you may, everyone relates to heroes.  I didn’t see anyone dressed up like a salesman, nor did I hear of Willy Loman, from Arthur Miller’s timeless novel, Death of a Salesman, appearing at the [...]

I have actually witnessed salespeople hiding out in their offices, pretending to be busy, so they wouldn’t have to go out into the cruel world to find and book new sales. Some of these salespeople work harder at avoiding sales activities than they would have worked at selling. It seems odd, but it is true. [...]

Isaac Newton, in his First Law of Motion, concluded: “An object that is at rest will stay at rest unless an external force acts upon it” and “An object that is in motion will not change its velocity unless an external force acts upon it”. My vast experience in selling, managing sales people and training [...]

One of my all time favorite sales books is How to Win Friends & Influence People.  I often refer to it as the Sales Bible.  The book contains literally everything you need to know to be successful at selling.  In fact, I’ve often commented that all great sales books have their origins in Dale Carnegie’s [...]

Do you realize the number one excuse for anything and everything in this world involves TIME? I got up late, I don’t have time, it took longer than I thought, I went to bed too late, there’s not enough time in the day, I’m too busy, if I had the time I’d do something else, [...]

Many years ago when I lived in Cleveland, Ohio I witnessed a futile effort of diminishing returns. The Cuyahoga River, a bastion of industrialization had emptied its polluted waters into Lake Erie for more than a century. The river had become famous when it literally caught on fire and Lake Erie gained notoriety when it [...]