By Paul Reilly “The manager has just one business. His equation tells him that if he prices a little too low, it’s not that serious. But if he prices too high, he sees himself screwing [...]

By Paul Reilly On April 20, 2010, the British Petroleum (BP) Deepwater Horizon rig exploded, spewing oil into the ocean. This event was the largest marine oil spill in the history of the petroleum industry. [...]

By Paul Reilly If you ask any St. Louisan, “What is St. Louis famous for?” you would receive a myriad of responses: St. Louis-style ribs, St. Louis-style pizza, world-class baseball, Anheuser-Busch, etc. However, the most [...]

By Paul Reilly Torrey Pines is arguably one of the most beautiful courses in the world. It sits upon a cliff overlooking the Pacific Ocean. The views are breathtaking. This “hallowed” ground is a [...]

By Paul Reilly In uncertain times, are you better off exploring new opportunities or exploiting existing opportunities? Before answering this question, consider this analysis of nearly 2,500 fishing expeditions. In this two-year study, researchers Shay [...]

By Paul Reilly On a recent webinar I asked a group of salespeople, “How are you managing the current situation?” The general consensus…“I’ve lost my sense of control.” At some level, we can all relate [...]

By Paul Reilly A few years ago, we attended a family party at my wife’s grandfather’s house. My daughters were playing with their cousins, and one of them accidentally knocked over a small clay statue. [...]

By Paul Reilly I can’t think of another profession better equipped to face uncertainty than the sales profession. Think about it…When has sales ever been a stable and certain profession? Given the recent events, it’s [...]

By Paul Reilly What if the first thing you did in the morning set the tone for the rest of your day? In Charles Duhigg’s The Power of Habit, he explains the importance of keystone [...]

By Paul Reilly According to a recent study in the Harvard Business Review, only 12 percent of salespeople are rated as excellent by buyers. That percentage is shockingly low. So, if your benchmark is excellence, [...]