Sales Q&A: Your Top 10 Phone Hangups – Expo

My buddy, Dan Cole, vice president of business development for the International CES and the organization that produces it, the Consumer Electronics Association, just posted a great piece on Expo about using the telephone for sales. It's a quick read, so have a look:===========================Sales Q&A: Your Top 10 Phone HangupsWhile some of us trade show salespeople are able to visit … [Read more...]

Wow! Kudos to Alaska Air


On January 1, my college golfer daughter, Kelly, and I flew to Palm Springs. Every winter her top gun swing coach goes there for a few weeks and almost all his players - high schoolers, college, and tour pros - fly in for a few days of intense lessons and practice. Our Alaska Airlines flight went through San Francisco. We didn't connect, so we didn't have to get off. At least we … [Read more...]

When Are Customer Surveys Going To Ask For Real Feedback?

I have an earache, so my doctor called in a prescription for amoxicillin to our local Rite-Aid. I drove over a couple hours later to pick it up. The pharmacist said he was finishing up my prescription and it would just be a couple of minutes. True to his word, he called me over soon after. His name was Paras Doshi . Actually, I imagine it still is Parsas Doshi, but I digress. He was … [Read more...]

Is Passion Enough to be Successful?

As I said a couple of days ago, I'm was San Diego working with The National Needlearts Association. I'm helping the association make some difficult strategic decisions, which are being met with some strong resistance from a small number of people. This is nothing unexpected. Change is hard for all of us. One of the things I've noticed about the TNNA members is their passion for … [Read more...]

First Time in 30 Years?

As I wrote about in my previous post, I recently keynoted the Independent Distributors Association annual convention in Banff, Alberta, Canada. If you've ever hired a speaker for an event, you know it's a risky proposition. You can watch a speaker's demo video and talk with some referrals, but until that speaker actually delivers an awesome presentation, you never know what's going to happen. I've … [Read more...]

First Impressions In Banff?


Last week I keynoted for the Independent Distributors Association annual convention. Lucky me, this year's meeting was at the Banff Springs Fairmont Hotel in Banff, Alberta, Canada. Even though Seattle is only a 90-minute flight from Calgary, I'd never been to Banff. I'd heard a lot about how beautiful the area was and always wanted to go there, but hadn't. The location and vistas … [Read more...]

Admit It. You Aren’t Good At Everything.

Next month I'm speaking in Banff, AB for the International Distributors Association. They are a world wide non-profit association of independent businesses that supply quality parts, service and equipment to the heavy construction industry. In preparation for any presentation, I always ask to speak with a number of stakeholders to learn about their businesses, the industry, and their … [Read more...]