One Last Thing Before I Go
“By my count this is my 89th column and I hope those that took the time to read any of them, learned a thing or two.”
Dave Greene
You Have To Be A Thief In This Business
“Any good manager, trainer, co-worker or industry expert I’ve come in contact with over the last twenty-five years, I’ve generally taken something from.”
Do You Know The Talent You’re Selling?
“If you don’t know these answers about everyone you sell, stop right now. Send them an email that says you want to take them out to breakfast, lunch, for coffee, for a cocktail, whatever.”
Meet The Sales Staff: Mark Miller
“I don’t think I’m the Mick Jagger of sales, but I still like the chase and I still have the energy and the drive to make money. That’s what motivates me.”
Great Answers To Good Questions
“I don’t think selling today is any harder than it was twenty years ago, but I do think that retaining clients is significantly harder than it used to be.”
The Work Begins Before They Even Know Who You Are
“As sellers, we are always taught to use any advantage we can find. I tell reps all the time, there is nothing that makes this job easy, but there are things that can make it easier.”
An Ode To “Maybe”
“In our world, we get a lot of “maybe’s” that turn in to forever, because the client never bothers to tell us no.”
You Can’t Get The Job Without Acing The Interview
“In the first thirty seconds of meeting you, I’m going to evaluate how you look, how you shake my hand, whether or not you make eye contact and the small talk on the way back to the office.”
What Can The St. Louis Blues Teach Sales Managers?
“Sports radio can often be a “passion play,” where a business owner wants to show support of a team or just flat out likes the tickets and amenities that sometimes come with sports sponsorships.”
Use Your Current Clients To Make New Clients
“Referrals and success stories are two of the absolute best ways to reel in new business. People want to be in good company and feel comfortable with what they’re buying.”