August 2, 2015

The STUPID “Cold Calling Blitz”

Few things strike terror in the hearts of salespeople more than these words: COLD CALLING BLITZ! If there was one thing I HATED while working in sales, it was the stupid and idiotic cold calling blitz. Cold calling blitzes are predicated on this logic: “We don’t have enough sales coming in, since cold calling isn’t…

Why I Hate “Shark Tank”

Why I Hate “Shark Tank” The television show “Shark Tank” is hugely popular right now, particularly with entrepreneurs – many of whom are my friends. If you haven’t seen it, it’s a reality show where budding entrepreneurs present their ideas to wealthy investors like Mark Cuban and Barbara Corcoran with the hope of securing their…

Selling Is Stupid

Not too long ago, someone emailed me to let me know about a heated debate over my book that was taking place on one of the sales discussion forums online. Because I get such a kick out of all the old-school “You must cold call or die!” fanatics still lingering out there, I immediately signed…

“It Can’t Be Done.”

“It can’t be done.” People have said that about lots of things. Here are some great examples: The 4-Minute Mile The 4-minute mile, the act of running a one-mile run in less than 4 minutes, was thought to be impossible. Scores of athletes tried it and failed. Then one day in 1954, Roger Bannister did…

Henry Ford’s Depression-Busting Secret

Untold millions of people lost every penny they had during the Great Depression. Even most business and industrial leaders took a beating. But – Henry Ford passed through it unscathed. In fact his business and his sales even GREW. What was his secret? Well, it’s no “secret” at all – in fact it’s something we…

“The Selling System That NEVER Fails!”

I heard a quote from David Sandler that goes something like this: If you don’t have a system for selling, then you’re at the mercy of the customer’s system for buying. I agree and disagree with that quote. For many reasons. But first, here’s where I agree: You must have a system. You MUST. Sales…

How To Lose A Sale In 10 Seconds

“I want Frank to come and speak to us.” This is the voicemail that my speaking coordinator, Kate, received, so naturally she called right back. Unlike most authors, I don’t actively seek paid speaking engagements, but certainly don’t turn them away when they are offered, and this was the second one in a day. On…

FOX Business: “Sales Most Stressful Job”

FOX Business: Sales “Most Stressful Job” Yes, it’s true. I was surprised – when I read the article about what the most stressful jobs are, I came across all the usual suspects – police officer,  firefighter, soldier, air traffic controller – and some unexpected ones like schoolteacher. But the one that really threw me was…

Are You Happy?

The Big Question: “Are You Happy?” I just ran out to my car before sitting down to write this, and it’s very windy and rainy outside… someone on the elevator joked that it’s better than intense heat or cold, but then again, no one in Dallas is ever happy with the weather! Which led me…

Ockham’s Razor

Watch Out for Ockham’s Razor What is Ockham’s Razor? It’s an idea created by William of Ockham that, when distilled to it’s most understandable version, is the equivalent of “KISS” as we know it: Keep it simple, stupid. But, the modern sales world largely ignores Ockham’s Razor, and will be cut by it… Modern Sales…