by John Reid | Jun 12, 2024 | Sales
I was in an Uber recently and the driver was on the phone with his schoolteacher daughter. He was advising her to stand up for herself in a work situation. The call ended with an understanding that he would meet her later that evening at the Olive Garden. When he hung...
by John Reid | Sep 21, 2023 | Sales
There is increasing interest in equipping sales people to reach and interact with the senior level customer. The impetus? The idea that these top decision-making individuals may be less encumbered by those nasty things called budgets and far more interested in...
by John Reid | May 3, 2023 | Leadership, Leadership Programs, Philosophy, Sales, Sales Programs
The Pareto Principle, sometimes called the 80/20 rule, holds that 80% of consequences result from only 20% of causes. In the corporate world, this shows up everywhere from finance to manufacturing. It was first noted in the 1870’s by Italian economist Vilfredo Pareto,...
by John Reid | Nov 8, 2022 | Sales
The middle of the fourth quarter never fails to create emotion. If you’re in sales, the time is spent both in an effort to finish strong and on identifying (or being told and accepting) your goal for the following year. The pressure to make the number is real,...
by John Reid | Jun 1, 2022 | Sales
Arthur Miller’s 1949 play, Death of a Salesman, features as its protagonist Willy Loman, a mediocre businessman and downtrodden soul. He’s also —spoiler alert!— the titular dead man, whose story is used to explore the social, political and moral facets of the American...
