In the National Hockey League, there’s a saying: “You can’t ride the boards to glory.” In other words, you’ll never win the Hart Trophy–recognition for being the League’s most valuable player–with your fanny glued to the bench. For sales–as with everything else in life–there is no substitute for hands-on experience, day in and day out. [...]

I had the pleasure and opportunity to talk with Mike Litman on his radio show about my new book The Mackay MBA of Selling in the Real World. This whole launch process has been a great opportunity to meet and talk to so many impressive and amazing people.  Mike has been working since 1997 to [...]

In the history of the world, there has never been a city that juices itself more on ego then Tinseltown. That said, I remain a huge movie buff and religiously watch the Academy Awards telecast. I’m even more interested because my son, David, is a film director and producer in Hollywood. The curious thing? For [...]

Ethics and integrity must be the cornerstone of every sales professional’s existence. Let me tell you a true story about Professor Bonk, who taught chemistry at Duke University. The lessons: First, integrity is always right. Second, dishonesty can be very risky business. One year, three guys were taking chemistry and all getting solid A’s going [...]

Take the criticism, but don’t take it to heart. Realize 10 setbacks are the admission price for any major win. Analyze every failure, but never wallow in it. Don’t break stride and let this loss cost you your focus on the next race. Recognize no one person can please everybody. Don’t rationalize the hurt by [...]

Herr Schwan demonstrated that walking away from the table is not just for when you don’t want to deal. Sometimes it’s the only way you can make the deal you want. If you have to have a deal, then all the other side needs to do to win the negotiation is to outwait you. Take [...]

In ancient Greece, Alcibiades was telling Pericles how Athens should be governed. Annoyed by the young man’s tone, Pericles said, “Son, when I was your age, I talked just the way you are talking.” Alcibiades looked Pericles in the face and replied, “How I should like to have known you when you were at your [...]

I was fortunate enough to have the chance to speak with marketing and media guru Chris Brogan recently about my new book The Mackay MBA of Selling in the Real World and about some more fun and interesting topics. I think we had both planned on a quick interview lasting no longer than ten minutes [...]

Spend more time on time management. You’re in as good a position to save time as your richest and most powerful competitors. Over a lifetime, it’s incredible how much time you can save, and the advantages you can achieve, while you’re sitting on your duff in your car. For example: 1. Use a cell phone… [...]

The most efficient way to expand your network is to trade networks with someone else. How big is your network? If you answered infinite, you’re right. At this writing, you’re limited only by the number of people on this planet. And that’s  if you don’t count pets. I know several veterinarians who have made a [...]