Motivation on the Run

In the past, I’ve mentioned the software, TraxItAll on Motivation on the Run. It is one of those simple Palm programs that does one thing very well. Here is more information from their website.
Very simply, you can use TraxItAll to track anything that matters to you. With TraxItAll’s combination of simplicity, flexibility, and [...]

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Think about the violinist in the context of similarities with selling. There are many selling lessons to learn from someone that goes from a beginning player to the concert hall. Let’s look at a few of these.
Violinist:

the first few months aren’t very good
daily practice sees small improvements
the notes they play are scripted by a composer
he [...]

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Have you ever thought about the different analogies used to explain sales? I’ve used the bird dog analogy before, and now I want to explore another one, golf.
Professional golfers:

are self-employed
must get sponsors
must keep their sponsors happy
get paid when they win (or place well)
practice practice practice
learn from their mistakes
practice after hours and weekends
work in all kinds [...]

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Yesterday for lunch, the Redhead and I went to a local restaurant named The Green Parrot (for our Monk Parakeets). They opened several months ago and we’re trying to do our part to support them. There aren’t many choices around our place of abode, so it’s nice to run down the steet and have good [...]

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I can’t remember a single time someone has said, “He’s such a wonderful listener, he should go into sales.” No, it’s never happened to me nor anyone I know.
I’ve written about the importance of asking questions and listening, so this story by Al Uszynski is not new news, but just goes to the point. Talking [...]

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This survey from the UK looks at the problem of jargon or biztalk in the workplace. They found several interesting facts that apply to all of us.
One of the things that I constantly battle, in the technology business, is talking over a prospects head. I find it easier than the technicians, however, but the [...]

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I have talked about the importance of looking sharp on several podcasts over the last year. Now there is an information destination for regular guys. By observing the behavior and dress of fellow workers, the founders, Brian Joyner and David Boris, recognized the need for ’straight’ information for ‘regular’ guys.
This is not for the GQ [...]

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I am always excited seeing companies partnering with education, offering real world applications and experience for students.
This story is from the “The Independent Student Newspaper at North Carolina A&T State University.” It tells about a new ten week program that allows students to get first hand experience selling in the real world, rather than [...]

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I subscribe to Art Sobczak’s great weekly newsletter ‘The TelE-Sales Hot Tip of the Week.’ This week was especially good, with a terrific breakdown of the sales process. This comes at the close of relating a story about a gentleman he knows that effectively applies these very principles.
I recommend a visit to his website, Business [...]

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I like articles that make me think, or go “ahhhh …” This article from Market Day, written by Jim Clemmer, is one of those. Beginning to read it, the first thought was, “Well, duh!” and then as he expands and elaborates each item, you stop and think … “Oh, yeah!”
Some practical advise that isn’t the [...]

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