Understanding the Sales Force

Up until now, whenever I’ve mentioned Seth Godin, it’s been to take him to task on the subject of the “Death of Selling”. Today, Seth made lots of sense with his post on Getting Referrals.  I’ve also written a

Hauntings and salespeople?  How do those two go together you might ask?

Ghosts – At one time, you probably had salespeople working for you that failed, and now their mistakes, lost opportunities and disasters are coming back to haunt you. 

I promoted Selling Power Magazine in my book, Baseline Selling.  I have links to Selling Power Magazine on my web site.  Selling Power has interviewed me for stories a number of times.  As long as you say positive

Our four-year old son asked me to play baseball with him today, a beautiful, calm, but chilly fall day.  He couldn’t find the oversized whiffle ball that I used to pitch to him all summer so we used a significantly

I have appeared in several cities over the last two weeks and in just about every introduction, even when my hosts had my bio in their hands, they overstated, or incorrectly stated my accomplishments.  I heard them say I wrote

Chuck Martin, the bestselling author, syndicated business columnist and man behind NFI Research, has determined through his surveys that managers make their hiring decisions on the following basis:

64.8% – Personality/Likability

58.6% – Skills

53.9% – Track Record

He walked in wearing a leather jacket and slacks, a vibrant man, not looking nearly as old as his 85th birthday party would suggest.  While he no longer looked like the man on the cover of “See You at the