sales technique

How to Get What You Deserve

In a traditional academic environment, your performance is measured by some kind of exam. If you perform better on the exam, you get a better grade. If you performed worse, you get a worse grade. For the most part, in a school environment you get the grade you deserve. However once you get out in [...]

Talent is Not Enough

For most of my life, I assumed that the keys to a successful life were simple: 1) do well in school; 2) get a good job; 3) work hard. Those were my operating principles as a child, in college, and in my early 20s. As I got older, however, my beliefs were constantly conflicting with [...]

The Single Most Important Skill in Learning to Sell

I’ll share with you one of the single most important skills and lessons about selling. It’s something my sales mentor taught me many years ago. My mentor was quite the character. She was this Pakistani woman who wore skin tight leather pants to work every day while selling to the Chief Information Officers of the [...]

The Biggest Flaw with a Top 5 MBA

Several years ago, I checked the course catalogs for the MBA programs at Harvard, Stanford, and Wharton. I was checking to see if they offered a class in one of the single most important skills one needs to run a company — the ability to sell. Much to my complete shock, there were none. Not [...]

The Education of Millionaires

Recently I conducted a web conference with Michael Ellsberg, author of the book The Education of Millionaires. Our topic of conversation was: “What they don’t teach you at Harvard Business School.” Many of the people who were interested in listening in couldn’t make it live. Fortunately, Michael was able to record it and graciously posted [...]