We Are All Temps

Salespeople are known to change jobs frequently. And there are millions of us with tentative tenure. In 2009 there were 16 million salespeople in the U.S. If we miss our numbers, have a difficult [...]

Estimates vs. Budgets

Here’s a customer-contractor situation that, although it doesn’t happen too frequently, is extremely dicey when it does. Your customer wants a non-contract service from you, but the [...]

The New Numbers Game

The old game for selling throws lots against the wall and something sticks – numbers comparing thrown to stuck. And it’s still true, something sticks, eventually. Even one becomes the [...]

Customers Must Buy

Customers have no choice, they must buy. It just might not be you. Obvious? Overly simplistic? Sure it is, but… I was talking with someone who’s about to begin an outside sales career [...]

Bad Acting

A few years ago Bill S. wrote: “All the world’s a stage, And all the men and women merely players” We perform, and are judged by our audiences. In business, as in theater, bad [...]

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