Sales Lesson Learned from Unusual Source

Borrowing ideas from one body of knowledge and applying them to another has led to some great discoveries and applications. This cross pollination of ideas often reflects great ingenuity and even genius. But it’s not often that you hear about great ideas originating in what has been described as a vast wasteland and applying to sales. Continue reading

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Why Being Better Isn’t Good Enough—the 7 Fundamental Truths about Selling

How do you feel about change? If you are like most folks, you don’t like it. When asked to describe change, 84% of words we use have negative connotations: fearful, concerned, stressed, worried, wary, anxious, scared. Yet that’s exactly what we are asking our customers to do when we sell to them; we are asking them to change. Continue reading

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Questioning—the Revolution Begins

I’m so passionate about the power of questions that I think I want to start a revolution. Not anything violent—but I would like to see some dramatic change. I feel it would be a better world if more people took the time to ask better questions. The more I read about asking great questions, the stronger my belief that asking questions is one of the secrets to greater understanding. And based on current events, I think the world could benefit from more understanding. Continue reading

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Why Introverts Make Great Sales People

As I was reading Erika Napoletano’s blog 3 Reasons Introverts Make Excellent Employees, I was wondering why more introverts don’t enter the realm of selling. I guess some mistakenly believe that you need to be a gregarious extravert to be a great sales person. Actually, nothing could be further from the truth. Introverts by their nature possess several important characteristics that all great sales people share. Continue reading

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Lucky 13 Inspires 5 Rules for Business Success

13 has always been a lucky number for me. I was born on April 13 and my first football jersey number at Sherwood Junior High in Memphis Tennessee was #13. This month Delta Point, Inc. is celebrating its 13th year anniversary as a company. It hardly seems possible that it’s been 13 years since my wife Maryann and I started this business out of our home office. Continue reading

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Serendipitous Event Triggers Insight

My friend Mark was rereading my book The Relationship Edge in Business when he dropped it. As he reached to pick it up, it opened to the copyright page—and that’s when he happened to notice that it was published in 2004. Recognizing that this meant it was the 10th anniversary of its publication prompted him to contact me. That serendipitous event served as an impetus for me to reflect about why I felt the need to write this bestselling book in the first place. Continue reading

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Life Lessons: What I Wish I Knew At 42

If I know anything I know this: We can’t successfully live life in the rear view mirror. We can, however, learn much from our past experiences and from other people. That was basically what (Virginia Tech basketball) Coach Buzz Williams and I talked about when we spent the day together. At his request, I shared with him 25 things I wish I knew at 42 (which is his age) that I know now at 65 (my age). Continue reading

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5 Steps to Accomplish the Extraordinary

Perhaps Yogi Berra said it best, “If you don’t know where you are going, you’ll end up someplace else.” The simple truth is you can’t hit a target you don’t have. And the only way I know to aim for that target is to set goals. Continue reading

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Are you really doing everything you can to be successful?

I recently had lunch with a friend of mine who was bemoaning the fact that he was not doing better at work. He’s a sales manager for a large company and is ranked about the middle of 60 managers at his level. He actually said, “I don’t know what to do. I’m doing everything that I can think of.” That’s when I asked him the question, “Are you really doing everything you can to be successful?” Continue reading

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The Biggest Problem When Communicating

“The single biggest problem in communication is the illusion that it has taken place.” [George Bernard Shaw] How true! It’s no wonder that so much of our time at work is spent clarifying or fixing what has been miscommunicated. Continue reading

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