Leadership Blog: Sales

Quota Trip Drives Sales Culture

I just returned from a week in Montego Bay, Jamaica with a group of about 100 people representing the highest sales achievers at Marco. When I was a full-time sales guy, it meant I had hit my quota and was in the top quartile of performers in the company. It’s a trip that I have …

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Don’t Spend Your Customer's Money

How are you sizing up and profiling your potential customers? While profiling is a taboo word today, it is a common business practice and it should be.

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Hiring Sales: Finding the Right Fit

People at Marco often hear me say “Not much happens around here until we sell something.” As a growth company that uses direct sales as our primary method to drive revenue, it’s essential for us to attract and keep good people. One of the hardest hires we make is sales profession…

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What I Learned at Barrett-Jackson

I recently returned from the Barrett-Jackson car auction in Scottsdale, Arizona. It’s a trip I look forward to every year. What started as an opportunity for me to connect with a co-worker on our passion for classic cars has become an annual event that now includes several of us …

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We’re Not Very Good at Hunkering Down

“It’s time to hunker down.” As leaders, we have all heard it and experienced situations when the impulse is to pull back and cut back. At Marco, we’ve learned that we’re not very good at that. When we faced challenges in the recession and more recently a dip in a business unit, o…

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2016: The Year To Get It Right

I am ready for a new year. Last year brought significant changes to my life both professionally and personally. On the high end, we transitioned our company to new ownership and achieved significant value for our shareholders. On the low end, my wife passed away in August. A lot …

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I Really Am Working

If you’re a leader in your organization, industry or community, chances are there are a lot of places beyond the four walls of your building that you conduct business.

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Where Growth Comes From Matters

I often get asked the question: “What’s better: organic or acquired growth?” It’s a good question and a topic I thought would be appropriate to address as we just closed our fiscal year at Marco on October 31. Growth is part of our culture. It defines us and drives our vision: To…

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Promoting a Sales Driven Culture

I am often quoted as saying, “Not much happens around here until we sell something.” You probably recall me saying it a time or two in this blog. It shouldn’t be surprising to hear that because Marco is known as a sales-driven organization, and that statement should be true for m…

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