I think there are other things too. SPIN is a model, that’s like a method of playing the game AND any game requires skill to play it. That’s what real sales people have, sales skills.

There are plenty of sales models that will work but you need the skills to apply the model.

That’s why I focus on teaching the skills.

Regards Greg

There’s a lot out there on sales, from books to training organizations to sales training seminars. We should all be better sales people! But many do not take time to find ways to improve themselves.

In this economy, the opportunity for any advantage is key to success. The next several months will not only weed out weak organizations, but also the weak links within. An opportunity to learn from Neil Rackham himself is a real positive – and a rare one in the NY/NJ area. It should not be missed!!!!

Although foundation selling skills are still required today(know your product, your customer, your competitor, etc.), an additional layer of advanced skills are required for many companies to consistently win. For example, leveraging Web 2.0/Sales 2.0 technology (for collaboration, knowledge, communication, managing opportunities and accounts), employing competitive strategies and tactics (review the Air Force Boeing tanker deal), financial justification, political selling skills, etc.

My firm evaluates sales training programs and companies. Although Huthwaite (originally Neil’s firm) and Miller Heiman are certainly in the top tier, they are far from perfect for every company interested in improving sales performance.

It takes an objective and comprehensive assessment of a company’s (or individual sales pro’s) requirements to determine what the best approach for them should be. One size does not fit all. Many companies get this wrong. There is plenty of sales-effectiveness-related research that shows today’s overall level of sales effectiveness is dismal.

We in sales have a long way to go.

Barter is the bedrock of ALL economics… it’s the “bedrock trampoline” a crashing economy smashes into before it eventually bounces back.

If you’re in business and you don’t barter directly with other business owners, or use an ethical, regulated barter company such as Merchants Barter Exchange (MBE), you’re seriously missing out on multiple benefits. That goes for the good economic time AND the bad economic times.

Just imagine how much business you’d lose if you didn’t accept credit cards…? How much business are you losing by not using the MBE barter system…?

Let’s hope people don’t let this country go the way Argentina did back in 2002 and HAD TO use barter because the country went BANKRUPT.

It’s up to managers to lead companies through this turbulent economy, but they’re usually not prepared to do that. Far too many are promoted because of their technical skills rather than their leadership skills, and they often cannot adequately explain why the company must make difficult decisions and institute new strategies. The result is an unmotivated, unproductive workforce — and potentially more victims of the economy.

Two of the country’s leading management training and consulting companies are doing something about it. Paradigm Learning and The Forum Corp. have jointly created a FREE tool to help managers learn how to guide their organizations safely through the rough times. By identifying 10 actions in three key areas that successful leaders have taken during previous recessions, it can help managers keep their organizations settled and headed in the right direction.

It’s available at http://www.LeadingInToughEconomicTimes.com.

I get what chris Rusi is saying, but I think he’s missing the point of the blog post. It’s really just focusing on one facet of what makes a group work well together. Sure I agree the leader should not be distant. But I also have been a part of teams where the members – no matter how good the leader was – could not work well together.

So it takes a bit of both. I’m looking forward to more information and sorry I cannot make the upcoming Herb Cohen seminar. I saw him speak with Gitomer this year and he is really top notch. There are few old pros like him left.

I do admit that Herb Cohen is a master and have read his books (as well as listened to audio versions) and have learned much from him. I’ll be at the event in September! He’s way too entertaining to miss. Saw him at a recent event in Toronto with Gitomer and others. He was great. And this is way cheaper at $99!