This quote is attributed to baseball Hall of Fame legend Leroy “Satchel” Paige. Country singer Toby Keith included a similar phrase, “Ask yourself how would you be If you didn’t know the day you were born,” in his ballad “Don’t Let The Old Man In.”1 Baseball legend Satchel Paige and country...
When I was a teenager, I always hoped a young woman would answer the telephone when I rang her at home. Years later, when I made cold calls as a sales professional, I hoped for the same outcome—this time, for business reasons. I wanted the decision-maker to answer so I...
The Myth of Uniqueness: Understanding Buyer Perceptions of Uniqueness When selling accounting systems to mid- and large-sized corporations, I made it a point to start every engagement with a conversation—not a presentation. My goal wasn’t to sell features; it was to understand how the buyer’s business operated, what challenges they faced,...
Why the Modern Sales Professional Must Trade Pressure for Partnership For generations, sales pros have been trained to “close hard.” Countless books, seminars, and workshops have preached the art of the perfect close—how to overcome objections, neutralize resistance, and push the prospect over the finish line. While those methods may have worked...
Sales pros, meet your opponent – decision anxiety. This condition may be defined as the persistent, overwhelming stress and fear associated with making choices and the potential negative consequences. It is your silent deal killer! The key decision-maker in your deal is paralyzed by fear that she will make a bad...
Introduction A seventy-five-year-old Florida grandmother, Donna Adelson, has recently been convicted of the murder of her ex-son-in-law. This prominent law professor was involved in a custody battle with his ex-wife, Donna’s daughter, and was sentenced to life in prison. Despite overwhelming evidence, she continues to claim her innocence. Her claim is...
Understanding the Buyer's Perspective Many sales pros lack insight into what truly happens on the buyer’s side during the sales process. They often wonder what the buyer is thinking, what steps they are taking, and what their overall process looks like. Questions arise about who else the buyer is considering, when...
Penguins and Vertical Market Strategy Penguins are aquatic, flightless birds native to the Southern Hemisphere, living in both warm and cold climates. They are highly social creatures. Many people have seen them in documentaries, movies such as March of the Penguins or Happy Feet, or at zoos. Penguins spend most of...
Sales professionals often ask for my perspective on social media. The landscape now includes platforms such as LinkedIn, Facebook, X (formerly Twitter), Instagram, Snapchat, TikTok, Pinterest, Snapchat, Reddit, Tumblr, Quora, WhatsApp, and YouTube—each offering distinct advantages and disadvantages. However, ignoring social media is no longer an option. Every sales professional...
In addition to being an avid sports fan, I have a deep interest in history, particularly American history and its wars. One powerful episode from the Civil War offers a lesson that resonates far beyond the battlefield. The Gettysburg Battle and Dedication of the Cemetery The deadliest battle of the Civil War...