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The “Do or Die” Principle

I often hear business owners lament that their sales team has no sense of urgency: they wait for the phone to ring instead of creating business; they are order takers. These owners want a sales team…

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Shutting Down the Sales Country Club

Names changed to protect both the innocent and guilty If a salesperson fails, who is responsible? Are you setting the proper selling standards? If not, you may be firing salespeople who can be…

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The Story of the Four Sales people

Names changed to protect both the innocent and guilty If a salesperson fails, who is responsible? Are you setting the proper selling standards? If not, you may be firing salespeople who can be…

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The Optimistic Salesperson

Act I – Intermediate metrics for a new salesperson About 20 years ago I hired a salesperson to develop the Midwest territory for my sales agency. I sold decorative tins, primarily to food,…

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Never Better

Last November, in the aftermath of the stock market crash, I overheard two businessmen bemoaning the recession. They were wondering what the government would do to help stimulate the economy. I…

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Gran’ther Pendelton Returns

Gran’ther Pendleton has been a treasured literary favorite since childhood. Dorothy Canfield Fisher tells his story in Heyday of the Blood. Everyone should know Gran’ther and his zest…

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The Model Maker

For years I have found myself thinking about the model maker, without a clear reason why. I met John when I worked at a point-of-purchase display manufacturer in the 1970s. The firm designed and…

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