Posts filed under: Others

Joanne Black reminded me of the important distinction between an activity driven sales strategy and a productivity-driven sales strategy. Joanne’s teaching in this area reminds me of one of the major financial firms who measures new their advisors on an activity basis. Some unnamed bean counter buried deep in their HQ, figured out that the successful......
Continue Reading →
Anthony Iannarino is a clear thinker who separates the wheat from the chaff in his sales training. I follow Anthony for several reasons. First, he has a solid foundation in business education, having attended Harvard Business School’s version of the MBA program. Is that the same as being on the streets, selling year in and......
Continue Reading →
Jill Konrath is a sales thought leader because she delivers relevant sales training based on experience in selling and training. I follow Jill Konrath because of her useful and engaging style of teaching.  Jill teaches from experience, having done well in several fields. Jill was a top performer as a Xerox account manager and regional sales......
Continue Reading →
An epic life happens by design, not by chance. Is there a way to express rolling your eyes in writing? Yes, Titanic impacted my sales career.  “Rose, hold your arms out and I’ll hold you up.”  Some of the male readers right now are mentally screaming, “Nooooooooooooo.. !”   I’m with you, Bro’. An epic life......
Continue Reading →
In Gladiator, Russell Crowe’s character was a general, whether he was a free man or a slave. “Are you amused?  Are you amused?!!” Authentic character is a powerful sales tool That was a cool scene, as far as blood and guts goes.  Come on, I’m a guy! This is how we think about macho scenes.......
Continue Reading →