Stand up
PATRICK MORIN
It was just after Christmas. I was cold calling in the office with my coworker, Rob. It wasn’t going well for either of us, but I was in a good mood anyway because I loved what I was doing. I turned to Rob and said, “Don’t we have the best jobs in the world?”
He put ... Views: 1482
There was a moderate crush of people, but it wasn’t the fans; it was the pit crews. Watkins Glen soon enough would be filled with 50,000 cheering NASCAR aficionados for the afternoon race. The crews were there now.
They moved quickly and with purpose to their team’s designated position on ... Views: 2253
“If you know your [competitors] and know yourself, you will not be imperiled in a hundred [engagements].” That was Sun Tzu, a Chinese General and author of the oft quote, “The Art of War”.
There are lots of “intelligences” being trumpeted on various best seller lists, academic halls, and ... Views: 1317
The sales meeting started off with a question.
It was a trick question, really. Its genesis came from listening to a call from one of our bilingual reps.
“What is the most-used language on the planet?” I asked the group.
They confidently shouted their responses:
“Spanish!” ... Views: 1283
Matt got what he wanted. Mostly.
After a shaky start in sales, he invested in training, leaned on his work ethic and honed his execution. It paid off with an eye-popping 543 percent increase in sales. He was now the sales manager and part of his new job was hiring new reps to do what he had ... Views: 1125
There are moments in our lives that, because of some emotional connection, we remember more than others. For most of us these include our wedding day, graduation or the birth of a child.
For me, mixed in with all of these monumental events, is a cold-call message left on my voicemail when we ... Views: 1328
Jim Miller, an entertainment industry sales rep, burst into the room. He couldn’t contain himself, "I pitched a client today and actually walked out with a signed deal for $50,000! I couldn’t believe the confidence and the way that it works."
Confidence is a curious thing. We know it when we ... Views: 2416