Jeffrey Gitomer

This is the 20th anniversary of my first column. Sales Moves first appeared in the Charlotte Business Journal on March 23, 1992. The column was an instant success.

QUESTION FROM A READER: I am taking a new business development job for a wellness and surgery center. We need doctors to refer their obese patients to us. Doctors seem so hard to get in front of, and they don’t like sales tricks. Do you have any new suggestions besides networking and dropping off literature? Kelly

What do you believe in? What are your real beliefs?

DISCLAIMER: The following article is a reality and a strategy, NOT defamation or a tactic.

THE CONCEPT: Why purchasing and procurement departments should be avoided, and how to do it.

The smartphone is indelibly and undeniably attached to our culture, our business, and our pocket. Or should I say, your pocket or your pocketbook.

I have fond memories of writing paragraphs during the first week of early grade school about how I spent my summer vacation. You do too.

NOTE WELL: I am grateful to all airlines and the services they offer me. This column is not written in anger, nor is there any malice intended. It’s just a factual observation from a very frequent customer. And a hope they can do the obvious.

Many companies are considering training programs for the new year. New budgets. New needs. New opportunities.

Jeffrey, come down to the office, there’s a guy here who has cookies for you! They’re those Biscoff cookies, the ones that you like.”

I get a ton of emails from people seeking insight or asking me to solve sales dilemmas. Here are a few that may relate to your job, your life and, most important, your sales thought process right now: