Posted on April 1, 2009 by Dave Stein
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 | Tagged: Axel Schultze, Huthwaite, Jill Konrath, Jonathan Farrington, LinkedIn, Miller Heiman, Nigel Edelshein, Rick Page, Robin Carey, Sales 2.0, The TAS Group | 26 Comments »
Posted on February 5, 2009 by Dave Stein
“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 | Tagged: Daniel Goleman, emotional intelligence, Rick Page | 5 Comments »
Posted on August 1, 2008 by Dave Stein
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 | Tagged: complex selling, Jim Holden, Miller Heiman, Rick Page, selling strategically, strategic selling, Sun Tzu, The Art of War | 2 Comments »
Posted on June 16, 2008 by Dave Stein
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 | Tagged: Miller Heiman, Neil Rackham, Rick Page, sales training | 3 Comments »