Home

Content about author

02.03.10
The Eleven Rules For A Successful Career (Life)
There is an e-mail going around the internet, forwarded by well-meaning friends, that claims to be a commencement speech given recently by Bill Gates to a High School class. The class is not identified and a check with Snopes.com and TruthorFiction.com disclose that the revered Mr. Gates is not the author of the article/speech/commencement address. No one knows who authored the piece, but it still rings loud and clear as good advice to late teens (and anyone else who have yet to hear the sound of reality). Rule 3 gives some indication that this piece was written before the modern era of everyone carrying a cell phone.
 
12.02.09
The Basic Rules Of Sales: Sometimes Less Is More Effective

Sometimes it takes years for a salesperson to learn the basic rules of the game because no one has written them down. Or at least no one has written them down as “rules.” Older salespeople while training the new ones will often impart these gems of sales wisdom, but most sales training courses only touch briefly on some of these principles and then only in passing. Jill Konrath, author of Selling to Big Companies has enumerated The Seven Paradoxical Sales Principles, all of which may be found in the unwritten, unpublished Old Salesman’s Book of Knowledge.

10.26.09
Cold Calling Primer: How to make effective cold calls

In a response to a recent article by sales systems guru, Ari Galper, the author revealed that he had received numerous e-mails from his salesman readership, most of whom reported an abject fear of making cold calls, particularly by telephone. The fear of rejection was the most cited reason for the “cold calling chills,” but all respondents said they would find many excuses for not making the calls they all knew were necessary. Quite simply: Salespeople who don’t make cold calls, don’t make sales.