After a webinar I did in December with The TAS Group, I got an angry email from someone who attended. He wrote, “Instead of all the negatives how about offering some sales help for those of us that still have a job??”
I understood his perspective right away. The messages I delivered during the webinar were [...]
Filed under: Book Recommendation, Competition | 9 Comments »
For those of you who follow the ups and downs, ins and outs of the sales training industry, here is the latest, as of today, April 1, 2009:
Miller Heiman and furniture manufacturer Herman Miller have announced a merger. The new business, to be called Herman Miller Heiman, will be offering a new, upgraded version of [...]
Filed under: Humor, Sales 2.0, Sales Training Companies | 27 Comments »
“Having hope,” writes Daniel Goleman in his study of emotional intelligence, “means that one will not give in to overwhelming anxiety, a defeatist attitude, or depression in the face of difficult challenges or setbacks.”
Rick Page is right. Hope isn’t a strategy. Profound words. Hope doesn’t replace the comprehensive and objective assessment of a selling situation, [...]
Filed under: Book Recommendation, Leadership, Sales Strategy | 5 Comments »
During a discussion with a CEO client Wednesday about his VP of sales, the subject of strategic thinking came up. Here are some thoughts on that subject and a recommendation.
One of the many capabilities required for success in complex selling and most sales management positions is the ability to think and act strategically. Too many people [...]
Filed under: Book Recommendation, Competition, Professionalism, Sales Strategy, Sales Training Companies | 3 Comments »
I recently spoke with a VP of sales for a $3 billion company. He told me that they used, (direct quote) “a little Miller Heiman, a little solution selling and a little Neil Rackham.”
One of the many important points Rick Page (CEO of The Complex Sale and author of Hope is Not a Strategy and Make Winning a Habit) [...]
Filed under: Methodology, Sales Training Companies | 3 Comments »
Geoffrey James writes a great blog. I enjoy reading it, plus I most often learn something.
Although it’s more targeted to sales people than sales leaders, Geoffrey knows a lot about selling, is very well informed about a lot of things, and is a really good writer.
Last week he wrote a seriously gutsy post about whether the U.S. should bail out of Iraq. A [...]
Filed under: Uncategorized | 1 Comment »
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