Your Sales Passport: Part 2

Each passport tells a global sales story, which will feature some information about a sales organization and its activities in overseas markets.  The passports will also include some information about how salespeople must prepare for sales calls in nations around the...

Little Things: Part 3

Service develops business. Because of my history of political involvement, potential candidates sometimes call me to ask for advice about running for office. One of the first questions I ask is, “How have you been serving until now?” A person with a true...

Little Things: Part 2

Once you’re in the game, the coach will tell you to keep your head in the game. What does that mean in terms of business development? It means staying informed. In a community-based practice, that means reading the local newspapers (including the kind that are...

Your Sales Passport: Part 1

Each passport tells a global sales story, which will feature some information about a sales organization and its activities in overseas markets.  The passports will also include some information about how salespeople must prepare for sales calls in nations around the...

Little Things: Part 1

One of the points that I make frequently when discussing business development is that everyone can do it. That’s because doing small things consistently and with discipline produces success. This series will focus on small things that every person can do to build...