A Lesson From Schwinn BicycleSchwinn Bicycle was the leader in the industry for a hundred years. Edward Schwinn, the fourth generation of Schwinns in the business,...
The Past Is Not the FutureIt’s tempting to simplify things. The game is rigged. Some people have all the advantages, and they succeed. Some people have all the...
Build quiet time into your work week - time to reflect on where you are, what you're doing, and Most Salespeople don't give themselves enough time to think. The successful salespeople I've coached have found ways to build quiet time...
Seize OpportunitiesMany salespeople see opportunity. Few salespeople seize opportunity. Seizing the opportunity means employing all the techniques possible....
You Don't Know What You Don't KnowMy golf game has recently degenerated to such a low point of ugliness that I finally gave in and contacted a teaching pro. And within 15...
Plunge Right into Success!In a small town, there lived a street cleaner named Jake who was paid by the city to be out bright and early to sweep up last night’s...
Don’t Let Irrelevant Factors Hold You BackSometimes we let irrelevant things affect our self esteem. Some people who come from poor or modest backgrounds are self conscious about...
A Girl Named LindaFloyd met Linda in 1963. He was 22 years old, and his four-bit 49 Chevrolet had been replaced by a newer Impala. Bill and Floyd had gone...
Greatness Won't Find You; You Have to Go After ItJust knowing what you want will not take you to greatness. You’ve got to take yourself there. Walter Russell, a noted artist, sculptor...
How I Met Zig ZiglarBob Mohr of Master Marketing Association, who had brought J. Douglas Edwards to Detroit, came to me to sell some tickets to a program...