Think a Lot (S-20)

Think a Lot (S-20)

It’s a challenging year for a lot of sales people.  The world is changing rapidly, and every new headline contains information that seems to impact business in a significant way.  The competition is more active, customers are more discriminating, and nobody has enough...
Q & A for Sales People:  Does dress matter?

Q & A for Sales People: Does dress matter?

Question:  What are your views on dress? Does it matter? Answer:   Sure it matters. Everything that you say and do matters. Dress can be a powerful part of your persona.  On one hand, how you dress can facilitate your objectives and make you more effective, and on the...

On Entertaining Your Customers

How much time should I spend entertaining my customers? Good question.  The world of the field sales person is changing rapidly these days, and everything is in question.  The practice of entertaining customers is one of those issues that needs to be rethought. First,...