Every decision is a profit decision

There are times when we know that our business decisions carry huge consequences.  Other times we think our actions are not so significant but they are.  Actually, every decision by every person in the organization affects the bottom line.  Those pennies really do make dollars. I spoke to a CEO last week who told me […]

Watch your image!

I went to a food market today where a cookie delivery truck was parked outside.  Even though I did not come there to buy cookies, the ads on the truck caught my interest and I planned to look over the cookie display inside.  However, when I saw the extremely unhealthy and unkempt cookie salesman working […]

Go AWAY!

I saw this sign on a storefront while browsing an historic downtown shopping area. I thought how interesting that they were using this sign to sort out sales people from ones with crediblity (girl scouts) to sales people without credibility (everyone else). So, why do the girl scouts get a pass? What do they have […]

The Power of Gifts

Earl Fay gave me this American Flag back in 2007. It flew over Baghdad during the first Gulf War when Earl was a crew chief on a US attack aircraft. I guess they do things like that in the military; put US flags in the cockpit with the pilot when he goes into combat. Well, […]

Is there a Sales Stereotype?

As a sales professional, has a prospect ever treated you rudely for no reason?  Maybe she hung up on you when you called.  Or maybe she was condescending during a sales call.  And you thought to yourself, “why am I being treated with disrespect? She doesn’t treat other professionals like this.  It’s almost as if […]

Keep planting

  I am a corporate trainer, consultant, and executive coach.  I’m also a gardener.  Today is a beautiful day in April and I just discovered some animal – probably a rabbit – has chewed off the leaves of my newly planted climbing rose. I am so disappointed because I ordered that rose during the winter […]

Sales: Hard work brings good luck

Sales is a great profession.  Our society needs good sales people because  marketing – as good as it is – doesn’t quite have the energy that the salesperson can provide to deliver the goods.  Sales is also a good profession for people who enjoy the freedom to meet their customers’ needs and who are willing […]