Thanks so much for visiting my blog.
I’ve been on a phenomenal journey in the sales training industry since starting my business 20 years ago.
Then, I began as a Miller Heiman representative. My views on selling were shaped a lot by those years – but eventually I left in 2007 to have the freedom to create new perspectives in selling, largely inspired by ‘the customer buying process’ or ‘decision making process’. After I published The Funnel Principle book in 2007 Selling Power magazine named it a Top Ten Best Sales Book to read.
The cynic would say the exploding volume of material on selling is barely more than rearranging deck chairs on the titanic, or, ‘plus ça change, plus c’est la même chose.’ I would agree that just because something is new in selling doesn’t make it a new perspective.
Another view is that each new day of selling renders what we knew about selling the day before at least somewhat obsolete. The pace of change all around us is tough to deny. ‘Generally accepted’ selling concepts don’t necessarily become outdated; but how they’re applied surely does. Can a sales method created for a world 30 or 40 years ago be used the same way in a world 30 or 40 years later? With no revisions to those old, legacy methods their relevance simply fades.
Ten years later I find myself still creating new perspectives. This time my focus is the front line sales manager. The past several years as I worked directly with managers I observed enough unflattering patterns in sales coaching to conclude that something was missing. After much reflection and discernment, I am about to publish what I observed, learned and concluded in my second book late this spring. Blindspots: The Hidden Killer of Sales Coaching.
As always, I wish you best success and good selling.