You Won’t Believe What’s New In Sales Training!

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 [...]

Hope Is Not A Strategy, But It Can Make All The Difference

“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, [...]

Thinking Strategically

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 [...]

Sales Training Vendor Du Jour

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) [...]