Over the decades that I’ve been in business, I have found some truisms that I think would be useful for those of you who are still in the trenches. These are seven business and sales secrets that you need to know before you retire. (This blog post will cover the first three. Be sure to read Part...

People tend to think that they already know everything they need to know. Over my years as a general manager and sales manager in business, I’ve made an effort to train people only to have them say, “I already knew that.” In my consulting practice, when I do uncovery and try to come up with recommendations,...

Back in the 1970s when dinosaurs still roamed Earth, I was made national sales manager. One day, my boss (the general manager) invited me to go have lunch. I thought that it was either going to lead to something really bad or really good. As we sat down to eat, my boss said, “We like what you’ve...