Selling is Teaching – But If We Don’t Know How We Learn…
“If we don’t know how we learn, how on earth do we know how to teach?” – Leo Rafael Reif, President of MIT I teach. It’s the primary purpose of my business. You probably teach, too – if you’re in sales, marketing, leadership, enablement, etc. Everything...
The Pioneer of Sales Enablement – Mark Twain
William Faulkner called him “the father of American literature”. From my research, Mark Twain may also be “the pioneer of sales enablement”. Here’s the story: Ulysses S. Grant led the Union Army as Commanding General in winning the Civil War, then became the 18th...
Your product sucks (to somebody out there)
Your product sucks. Or at least someone out there thinks it does. My book, The Transparency Sale, has won 3 best-sales-book awards, but there are people out there that think “free is too much for this trash”. (yes…that’s a quote from the review shown...
The World Salesmanship Congress – the dawn of sales transparency
Today was a big day for the history of our profession. 104 years ago today, July 9th, 1916, the World Salesmanship Congress kicked off in Detroit. Attended by over 3,000, the theme of the conference was to “promote the dignity of Salesmanship by the elevation of the...