Current Issue: November 2011
There has been a seismic shift taking place in sales. Just ask Harvey Mackay-founder and chairman of the $100 million MackayMitchell Envelope Co. and world-renowned author. This legendary guru of all things sales believes that the classic sales principles still hold true, but they need to be fused with cutting-edge Internet technology.
I didn't expect to get teary. I planned to just mark time as I awaited President Obama's speech at the Minneapolis Convention Center during the National American Legion Convention Aug. 30. But the patriotism in that hall before he even arrived was palpable, moving-a tangible, powerful force.
During the '80s and early-'90s, Bob Poznanovich was a vice president of a national consumer electronics company, responsible for supporting 300 employees, $300 million in revenue-and a $1,000-a-day cocaine habit.
In 1997, Tom Salonek and Intertech, the IT training and consulting firm he founded six years earlier, faced a major challenge. After a management change at Intertech's largest customer-representing about half of Intertech's business-the customer's new management regime "fired" Intertech.