Do political ads drive you nuts as they do me? While most of us cringe watching them - we don't realize that we're doing a lot of the same crap in sales to our prospects! Here in the United States, this week is the "midterm" elections. Political ads permeate every...

This article originally appeared in RealLeaders Magazine, October 2nd, 2022 Is there such thing as a sales leadership methodology? How about a sales leadership framework? Absolutely! Think back to the day you first were promoted into a sales leadership role. How...

If you really want to learn, write every day. Nobody in my past would ever have described me with the word “smart”. I mean, I was a borderline dumbass growing up. But now, I read a lot. Every day, when cool people are doing cool things, you’ll find me either...

Information abundance. A threat to the sales profession, or is it? Is information availability and access a good thing for buyers? To start, let's play a little game. I'll give you four quotes, one each from the years 1907, 1912, 1953, and 2015. You have to...

The Sales Economy: What's Coming (from people smarter than me), and a Counterintuitive Way To Thrive A sales nerd and two well-known CNBC economists walk into a room. This isn’t a joke - this happened to me last week. Long story, but the short version is that I...

an article that appeared on September 12th in Sales & Marketing Management Magazine In every sales organization, when the year ends, the scoreboard resets and each rep starts over at zero. It’s a brand new race. While that may make sense from a business...

Every listing of "all-time greatest" anything has snubs, right? Names or items that are missing? The Top Sales Books of All Time listing is no exception. Recently, BookAuthority published their listing of the Top 100 Sales Books Of All Time. My first book, The...

Your business makes a gigantic mistake. How will you handle it? Option A: You could own it. Option B: You could deny it, lie, and blame the victim. Seven years ago this month was an example of a business that chose Option B. Unfortunately, it was my family who bore...

Is the future of sales fully remote? Not so fast... Todd Caponi “Loneliness - The Salesman’s Curse”... the title of an article from the March 1922 edition of Sales Management Magazine. “From place to place and town to town. The real business of this great land of...