Tag Archives: sales

15 Lessons Salespeople Can Learn from Poker Players


The game of poker is a brilliant microcosm of the profession of sales. It encompasses all the necessary elements: preparation and hard work, disciplined behavior, methodical process, storytelling, negotiation, and winning (or losing). I am excited to share with you 15 lessons I learned at the poker table that can be used in the world of selling.

This is the article I’ve been dying to write since before I began blogging. Perhaps that’s why it took me several months to tackle. You see, I love poker. I’ve been playing it since 2003 when I watched Chris Moneymaker, an amateur from Tennessee, best 838 other poker players (mostly professionals) in the World Series of Poker $10,000 buy-in Main Event, parlaying a $39 satellite entry into a $2.5 million payday. That televised miracle ignited many people (such as myself) who had never even considered entering a casino’s poker room to begin playing. I don’t play for the money; it’s not a secondary source of income. Truth be told, I’ve probably lost slightly more than I’ve won over the past decade. I play for the pure enjoyment—the intrigue, the drama, the strategy, the psychology. I love poker as much as any of my hobbies, and even as much as my professional pursuits that fund my poker play. And so the prospect of writing about it, while natural and exhilarating, is also daunting. I don’t want to mess this up. I will try to write this in a way that makes sense to someone with no prior knowledge of poker, but ask for your forgiveness in advance if I fail to do so at times. Continue reading 15 Lessons Salespeople Can Learn from Poker Players

Icons & Influencers: Keith Hawk


Keith HawkSimply defined, an icon is a person who is very successful and admired. Some might call them “masters of the game” or “hall of famers”. Their accomplishments are undeniable. It is my pleasure to introduce you to an icon who has influenced me throughout my career.

Keith Hawk is a veteran sales professional and sales leader of more than 35 years.  Over the course of his distinguished career he has developed a rich understanding of what it takes to succeed in the profession of sales.

In addition to running a national sales organization of more than 1,000 sales professionals for a multi-billion dollar global corporation, Keith lectures regularly on topics such as consultative selling, selling to executives, coaching and leadership. Keith is co-author of Get-Real Selling: Your Personal Coach for REAL Sales Excellence.

Continue reading Icons & Influencers: Keith Hawk

5 Things You Must NOT Do When Interviewing for a Job in Sales


A couple of months ago I wrote a piece titled Interviewing for a Job in Sales: 10 Things You MUST Do. Since then, I had the opportunity to interview candidates and fill an opening on my sales team. That experience reminded me that, just as there are certain things you should take care to do during the interview process, there are also a few things you should take care NOT to do during the interview process.

As in my previous post, what I’m offering here isn’t generic interviewing advice. Rather, these are five tips specific to interviewing for a sales position from a veteran sales manager who has interviewed hundreds of candidates over the past 15 years.

Continue reading 5 Things You Must NOT Do When Interviewing for a Job in Sales

Icons & Influencers: Drew Myers


Drew MyersSimply defined, an icon is a person who is very successful and admired. Some might call them “masters of the game” or “hall of famers”. Their accomplishments are undeniable. It is my pleasure to introduce you to an icon who has influenced me throughout my career.

Drew Myers is a veteran sales & business professional and leader with nearly 30 years experience, who is an expert in the areas of sales, business strategy, human capital, and entrepreneurship.

Drew has held key leadership positions in the United States Marine Corps and throughout Corporate America, including: Vice President of Business Development, Senior Vice President of Sales, and President/CEO. In 2013 he sold the very successful company he founded 15 years earlier to a group of private equity investors.

Continue reading Icons & Influencers: Drew Myers

New Sales Managers: Do This, Don’t Do That


So, you were just promoted from individual contributor to sales manager—congratulations! I doubt you were promoted against your will; I’m sure that you wanted this, you prepared for it, you interviewed for it, and you earned it. Now what? Have you ever heard the saying, “Be careful what you ask for, you just might get it”? You’re about to find out what that means.

Of course I’m being facetious (sort of). No matter how long you’ve been waiting for this opportunity and how prepared you feel, I can promise you two things. First, you are ready and capable. If you weren’t, they wouldn’t have promoted you and given you this awesome responsibility. Second, you still have much to learn and mistakes will be made. The good news is that you can minimize the number of mistakes and shorten the learning curve by heeding advice from those who have gone before you. This post is my gift to you—wisdom from a veteran sales manager that will aid you in avoiding many rookie manager mistakes (the ones I made!).

Continue reading New Sales Managers: Do This, Don’t Do That