What was I thinking when I offered to send you readers my list of the Top 400 Sales Tips? I didn't think anyone would take me seriously. But hundreds of you e-mailed me to request the list! This forced me to write 400 sales tips. I'm pretty sure I missed Christmas and New Years. I typed until I wore through these silly mittens that they make me wear. I actually thought about announcing my retirement and heading for Key West. My business partner, Gabe Nagy, announced his retirement this past December. That's Gabe Nagy, Esquire of Princeton, Cum Laude 1959 and Harvard Law School 1964.
This column will celebrate the outstanding performance of America's print salespeople or at least most of America's 100,000-plus print salespeople. About 20 percent of the 100,000 are mediocre underachievers who, while possessing some sales ability, never seem to realize their potential. Another 15 percent are woeful laggards who, like the infamous Marvelle Stump, never earn their draws—but never fail to cash their payroll checks. In one sense, the under-performing 35 percent are good for the achievers, because their failure to sell creates extra sales and commissions for the achievers. The slackers also serve a useful purpose by making the contributors look even better. I decided to