My Interview with SMT

I was recently interviewed by Lori Champion from SMT (The Professional Society for Sales & Marketing Training) as part of the ramp-up for their annual conference in Orlando October 14 – 16, 2009.  I’ll be keynoting at the event.  The topic will be Sales Excellence 2012: Overcoming Tough Obstacles,  Achieving Measurable Results.
Lori’s interview begins:
What do [...]

Strategy 18: Become An Expert At Competitive Positioning

Hey, I have a proposition for you.
I had a really bad experience with Dearborn Trade Press (now Kaplan Financial Publishing) with my book, How Winners Sell, Second Edition. It’s no longer in print, although companies seem to be able to find copies somehow when I come in to present at their sales kick-offs and other [...]

What’s A Salesperson’s Time Worth?

Here’s a 10-minute discussion I had with Bill Caskey.   I think you’ll find it a worthwhile investment of time.

Chops

Having been a professional trumpeter, early on I learned the word “chops” as it is used to describe a player who has a powerful embouchure (the use of the muscles surrounding the mouth in order to create a sound on a wind instrument).  Here is Japanese trumpeter Eric Miyashiro providing a dazzling rendition of Over [...]

The Care, Feeding (and Training) of Salespeople

Brian Lambert of ASTD hosted a webinar this week where I presented The Care, Feeding (and Training) of Salespeople.  It’s targeted at learning and training organizations leaders and managers.
Registration will get you access to an archive of the event.

Errr… Ahhh… Ahem. Can Any Of You Passengers Fly An Airplane?

When people find out I’m a pilot, some invariably ask, “Could you land a jetliner if something happened to the pilot?”  I’ll answer that shortly.
You might think that such a sitation never arises.  But it does.  Claire McBride sent me this article just a few minutes ago, Pilot sought help of passengers to land jet, [...]

Hey! Stop Plagiarizing My Content!

This blog will not become a platform for me to attack individuals (or companies, for that matter), even when they are dead wrong.  But everyone has a limit.  I reached mine today.   I’m genuinely looking for your opinion on how to handle the situation I’m about to describe.
I spend a lot of time learning, reading, thinking, pondering, [...]

Ten of My Most Popular Posts for Sales Leaders

I’m very pleased that traffic on this blog has grown significantly since I created it last April.  With that in mind, I suspect some of you who are new to this blog may have missed some of the earlier posts. 
Here are the most popular, based upon this blog’s Top Posts stats:

Observing a Sales Training Program (Part 1)
Sales Training Company [...]

A New Way to Get Sales and Marketing Aligned

With all this talk about sales and marketing alignment, I figured the best way to get sales and marketing aligned is to morph a sales guy into a marketing guy and visa versa.  That way they’ll both understand what life is like as a member of the other team.
So Brian and I tried it out, [...]

To: Blog Lurkers / Subj: What Are You Thinking?

Robin Fray Carey from The Customer Collective and I have been exhanging emails. TCC is a fine example of a Web 2.0 community.  I’m pleased to be part of it. 
I had asked Robin a question about the demographics of the 3,000 or so users on her site.  It seemed to me that they were mostly sales [...]