"By my count this is my 89th column and I hope those that took the time to read any of them, learned a thing or two."
"Any good manager, trainer, co-worker or industry expert I’ve come in contact with over the last twenty-five years, I’ve generally taken something from."
"If you don’t know these answers about everyone you sell, stop right now. Send them an email that says you want to take them out to...
"I don’t think I’m the Mick Jagger of sales, but I still like the chase and I still have the energy and the drive to make...
"I don’t think selling today is any harder than it was twenty years ago, but I do think that retaining clients is significantly harder than it...
"As sellers, we are always taught to use any advantage we can find. I tell reps all the time, there is nothing that makes this job...
"In our world, we get a lot of “maybe’s” that turn in to forever, because the client never bothers to tell us no."
"Sports radio can often be a “passion play,” where a business owner wants to show support of a team or just flat out likes the tickets...
"Referrals and success stories are two of the absolute best ways to reel in new business. People want to be in good company and feel comfortable...
"When the beginning of May rolls around, if that’s the first time you’re talking to people about Mother’s Day advertising, good luck."