Several years ago, I found myself in a rather comical situation as a junior accountant at a mid-size suburban Chicago manufacturing company. It was a ...

Have you ever read the tag on your bed mattress (or your pillow or winter coat) that says removing it is illegal and punishable by federal fines of up...

Several years ago, I lived in a home adjacent to a private golf club. My telephone number was similar to that of the golf club’s clubhouse. One afte...

I was trained in sales by two of the best salespeople that I have ever met or heard about, Jim McCormack and Frank Dodge, the founders of the applicat...

This article will discuss mergers and acquisitions from three perspectives: 1) What is a merger? 2) What are the business cases for mergers and acquis...

The Greatest Obstacle to Discovery is Not Ignorance – It is the Illusion of Knowledge”1   Our local high school, Adlai E. Stevenson, of Linc...

Singer Paul Simon wrote and recorded a song called “Slip Sliding Away.” Like many of Simon’s songs, the meaning of the lyrics is often obscure....

  SHOULD I TRY TO HAVE A CAREER IN SALES Occasionally, someone approaches me and asks, “People tell me that I am a natural-born salesman, t...

In years past, there was a mythical sales test where an older, experienced sales professional would test a new, inexperienced pen by handing him his p...

I recently watched a movie, “It Ain’t Over,” about the famous major league baseball player Lawrence Berra, known as “Yogi” to everybody who ...

I am often asked by salespeople to explain the best method of identifying the highest-potential prospects to target. “How can I find these prime pro...

A “quota sloth” is a salesperson that does not focus on the tasks necessary to fill a pipeline of prospects at all stages. Quota sloths are usuall...

When I ask salespeople who their number 1 competitor the response is usually the name of another company that they often face in the marketplace. But,...

STEVE’S QUICK GUIDE TO OVERCOME OBJECTIONS

This reference guide helps you understand how to think about managing objections and gives you strategies to respond to common client concerns.