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Selling in Istanbul: the Egyptian Spice Bazaar

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Istanbul: the History of Sales in a 5-Block Radius Part 3 of 5: The Egyptian Spice Bazaar The Egyptian Spice Bazaar, located near the historic district in Eminönü, is Istanbul’s second largest covered shopping complex. If you have a question or curiosity about spices, this is the place to be: The merchants know their stuff. […]

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Selling in Istanbul: the Grand Bazaar

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Istanbul: the History of Sales in a 5-Block Radius Part 2 of 5: The Grand Bazaar Istanbul’s sprawling Grand Bazaar is one of the oldest covered markets in the world. More than 3,000 shops line 61 covered streets and serve between 250,000 and 400,000 customers daily. Open six days a week, the vendors here serve […]

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Selling in Istanbul: the Market in Snapshot

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    Istanbul: the History of Sales in a 5-Block Radius Part 1 of 5: The Market in Snapshot   At last count I have worked in 32 countries, the strongest gravitational pull toward Eastern and Central Europe, the Middle East, and developing nations like Turkey. When it comes to professional selling I am intrigued by […]

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How to Turn Stern Situations into Positive Coaching Experiences

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I recently read an article in Inc magazine that really set my tail feathers on fire. It was called “How to Criticize Employees: 6 Rules,” which landed on me as one nearly clueless man writing about something he knew little about but pretending to be an expert. He was nowhere close. I barely midway through […]

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Why Many Sales Coaches Aren’t as Good as They Think

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I read an article recently from the Corporate Executive Board (CEB) in Washington, D. C. that shed some light on the dearth of coaches and excess of managers (and micromanagers) in many sales organizations. The culprits: situation and circumstance. It also seems that a perception gap exists between how sales managers see themselves as coaches […]

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The Selling of a Candidate: Why Romney has a Chance

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I coach corporate sales positioning, value propositions, and strategic selling in white collar environments. My client companies typically offer differentiated, value-based solutions in increasingly crowded spaces. In many regards, they parallel political campaigns. Success hinges on swaying perception. Every four years The Big Election rolls around, forcefully plowing its way through the decency of our […]

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6 Reasons Why Your First Loss is Usually Your Best Loss

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Financial decisions, especially those made during tight economic times, are harder to make than those of previous times of prosperity. Especially dicey are tough calls that demand a difficult decision to hang on or cut the cord. No one makes the right decision all the time, but some draw better conclusions than others. Listed below […]

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Never Lose Sight of Your Best Alternative

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Choices — and the decisions we make — determine which roads we travel. Some of those decisions will be right, some wrong, and a few may require a U-turn and do-over. All of this is fine and normal. Little in life follows a straight, predictable path. Because decision-making is an imprecise science, life is never […]

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The 3-Day Rule: How to Deal with Disappointment

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For the past six weeks I have been eyeballs-deep mediating a heck of a mess. The goal — an executive and company divorce — has so many interwoven business and emotional complexities that a bearable solution tied to an volatile transition seems like a rainbow jackpot: teasing, elusive, close yet unattainable. But now we are […]

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