Why Industry Analysts are Sales Tools

I received my regular opt-in email from BNET this afternoon.  The subject was, “Discussion: Why Industry Analysts are Sales Tools.”
Hey, I thought, that looks like it would be interesting!  So I open the message and I see this link: Industry Analysts… from an Analyst.
Now this really looks interesting.  So I click.  Turns out it’s [...]

Sales Gods

Geoffrey James ran a wonderful series of posts last week.  He spent six months collecting nominations for whom he eventually determined are his ”Sales Gods.”  I literally went to his blog first thing each day to see who he was featuring. 
Although this post,  What We Can Learn from “Sales Gods”, is the last post in the series, [...]

An Open Message to Sales Trainers, Authors and Experts

To: Sales Trainers, Authors and Experts
If you haven’t been keeping up with the Bob Beck story this week, it’s worth learning about.  Here are four posts to get you started:

Hey! Stop Plagiarizing My Content! (This blog)
Noted Sales Guru Caught Plagiarizing? (Geoffrey James’s Sales Machine Blog — Thanks, Geoffrey)
Plagiarism, Concealment or Coincidence? The Case of Bob Beck (Charles Green’s TrustedAdvisor.com)
Plagiarism, Concealment or [...]

The 13 Myths of Sales Training

I read Geoffrey James’s blog every day.  He’s a great writer and has the guts to say what’s on his mind.  I really appreciate his posting of my 13 Myths of Sales Training. 
Even though it’s my list, I’d rather you read it there, not here, for two reasons:  1) It was Geoffrey’s idea for me to [...]

Clichés: They’re a Dime a Dozen

Since I started this blog, I’ve been reading books on writing.  (Mike and Jeremy, my editors at Sales and Marketing Management magazine probably wish I had begun upgrading my writing skills a long time ago.) 
I’ve also been reading the blogs of businesspeople who write well, such as Geoffrey James and John Caddell.  My brother, Lee Stein, renowned in the [...]

You Can’t Handle The Truth!

Geoffrey James writes a terrific sales blog.  He’s the rare journalist who really understands selling.  (One might argue that he’s the rare sales pro who can write really well.) I’ve mentioned him before, plus he’s in my blog role.
I was honored today to have him pick up on my A Few Good Men metaphor for those [...]