Resources
- BNET Author Biography
Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men's Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and of course BNET. He is the author of seven books, including Business Wisdom of the...- more about Geoffrey James »
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- How to Pick a Sales Trainer.
- Send a link to this post to your manager! It can save you from wasting days in sales training classes that's aren't going to help you sell. Sales training takes time and costs money. That investment only makes sense if, after the class, you can...
- Blog posts 2008-03-26
- Welcome, SellingPower!
- I just got some wonderful news from the powers-that-be who run BNET and want to be the first to share it with you.A few of you who've been in sales for a while may have scratched your heads once or twice, wondering why my name seemed familiar. Well, for...
- Blog posts 2007-08-21
- Invest in Sales Training or Marketing?
- A reader writes: I purchased a staffing agency that provides outstanding customer service. The company has literally been open everyday for the last 52 years, including every holiday and every weekend. We have two vans and two drivers that ensure workers are dropped off and...
- Blog posts 2008-06-16
- World's Weirdest Sales Training Video
- Here's the post: One of the questionable "perks" of writing this blog is that I get to see a LOT of sales training videos. Some of them really make you wonder: what in God's name were they thinking? The three above...
- Blog posts 2008-09-26
- Video: How To Sell Anything to Anyone
- I don't know who that is who's doing the voice over, but I think this is about the funniest fake sales training video I've seen in a long time. Even so, I think somebody has WAY too much time on their hands. by Geoffrey James
- Blog posts 2008-10-02
- The 13 Myths Of Sales Training
- I was wondering how so many companies could hire so many lousy sales trainers, so I asked Dave Stein of ES Research for the straight scoop. He says that the poor quality of sales training comes from these 13 myths about sales training. by Geoffrey James
- Blog posts 2008-10-03
- Video: Send Your Kid to Sales Training
- Heck, it's Friday and the market is tanking again, so it's time for a funny sales video, right? The below shows what happens if you send your 15 year old daughter to a Dale Carnegie sales training course. by Geoffrey James
- Blog posts 2008-10-10
- Top 5 Hilarious Sales Training Videos
- Contrary to popular belief, sales training can be fun. At least, that's what some sales trainers think. I've spent most of today looking at about hundred sales training videos that were supposed to be funny. Most were truly dreadful, but in this post I've...
- Blog posts 2009-01-10
- Eternal Wisdom From Sales Gurus?
- Earlier this week, I asked "Is Sales an Eternal Art or an Evolving Science?" While I came down on the "Evolving Science" side, a fair number of readers went the "Eternal Art" route. To see if there might be some validity to that viewpoint, I thought...
- Blog posts 2009-02-27
- World's Funniest Sales Training Videos!
- It's Friday afternoon, so it's time for happy hour and of course the Sales Machine weekly dose of video humor. This series of videos, entitled "Mainframe: The Art of the Sale" is simply the funniest thing I've ever seen when it comes to capturing the harsh reality...
- Blog posts 2009-05-15
Additional Resources
- Sales Trainers I've Known & Loved
- I mean "loved" in a platonic "really love your ideas" way, of course... Anyway, last week, in the post "How Technology Killed Marketing," a reader accused me of lying in my bio. He originally emailed the accusation to me, evidently under the misapprehension...
- Blog posts 2008-12-15
- More About Lies Marketing Tells Sales
- Based upon the number of comments that it's already received, my recent rant about marketing ("5 Lies that Marketing Tells Sales") has apparently touched a sore spot. Rather than respond to the comments piecemeal and wrestle with all that html coding, I'll post my responses here:...
- Blog posts 2009-02-20
- The Sales 2.0 Conference Post
- Today I'm trying something different. I’m at the Sales 2.0 conference in Boston and will be providing a "running update" of everything that happens here.  The conference sponsored by one of my publishers SellingPower tends to feature real-life customer stories about how they use technology. I'll be taking notes and...
- Blog posts 2009-05-21
- Can Every Rep Become a Sales Star?
- The entire concept of sales training is based upon the concept that it's possible to "clone" sales talent. The same is true of sales technology, which is supposed to make every sales rep follow best practices and thereby become successful. I'm not sure that those promises are realistic. In fact,...
- Blog posts 2009-04-21
- Top 10 Lies Sales Managers Tell Reps
- I don't want to shock you, but sometimes sales managers lie. When that happens, it's not always easy to know what to do. In most cases, you probably want to rethink working anywhere that your manager isn't, uhh..., entirely straightforward. However, if you're not ready to pack it in, here...
- Blog posts 2009-05-05
- 6 Fatal Sales Management Errors
- A few months ago, we reviewed "Nine Dumb Things Sales Managers Do" and "More Dumb Things Sales Managers Do." Those errors, while annoying, didn't usually mean the failure of the entire sales effort, and possibly the entire company. By contrast, here are six truly FATAL errors...
- Blog posts 2009-01-16
- Live Post: Sales 2.0 Conference in Chicago
- Today I’m posting a “running update†of everything that happens at the Sales 2.0 Conference in Chicago. This conference sponsored by one of my publishers SellingPower features real-life customer stories about how they use the latest technology. It will probably be worth your time to check this...
- Blog posts 2009-09-10
- Are Sales Stars Made or Born?
- Last week I was chatting with John Asher of Asher Training. He has data, based upon personality and character testing, proving that about 50 percent of success in sales is directly related to natural talent. He maintains that natural talent is sometimes squandered through a lack of training...
- Blog posts 2007-12-11
- Sales: Eternal Art or Evolving Science?
- Some people believe that selling is the same today as it was a hundred years ago -- an eternal art. Others believe that selling is constantly adapting to new market conditions -- an evolving science. What do you believe? A reader recently wrote...
- Blog posts 2009-02-25
- Best and Worst Sales Gurus!
- Over the past five years, I've had long conversations with about a hundred sales gurus of various sizes and shapes. Some were merely interesting. Some were truly superlative. (Those are the ones I quote in this blog.) But some have...
- Blog posts 2008-01-15
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