Is that a Marketing Qualified Lead or Sales Qualified Lead?

During a recent discussion with a director of marketing and a director of sales, we were throwing out the term lead generation, and as you know, one of my communication advices is to take a moment to define terms, especially common terms inside a company. The more a company knows about a subject, the more important it is to define the terms they use around that subject. It sounds counter-intuitive, but it’s true. The number of assumptions made behind a common terms are easy to see from an outside perspective, and this was no exception.
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Which Sales Training, Management Training, Leadership Training is Best?

which sales training is best

If I categorized the questions I get asked, “What do you think of. . .[insert program/methodology/tool here],” would be it’s own list. Last week it was, “What have you heard about Traction?” and just yesterday it was, “What do you think of Sandler sales training?”

The reason I’m asked is because I’ve been employed by a lot of organizations in my short work life. As part of my employment, I have been trained in a dozen of these programs. As a manager, I have been pitched by dozens more. As a general manager I have had my managers pitch countless other programs. I even ran a training company and besides delivering our own training, I listened to multiple vendors extol the virtues of their content for licensing. When clients or prospects get exposed to any of that background, what comes next is a question about sales training, management training and leadership training programs.

They all want to know, which one is best? Read more

You’re Going the Wrong Way 
This morning I was in a sales meeting when a role play broke out. Listening to the questions and answers, I thought, “You’re going the wrong way!”

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Google AdWords Campaign Planning Template, Worksheet This is my 3-Minute One Product, One Solution AdWords™ Worksheet. There’s a link to the pdf at then end that contains a sample filled out worksheet. I’m resurrecting this because I received a call from a client that I had designed a lead generation campaign for over three years ago. His niche […]

Assumed Knowledge

This article originally appeared in Amalgamate: A Mix of Ideas for Your Business, Winter 2015

A wise friend listened to me explain a concept then reached out and stopped me from continuing. “Greg,” he said, “after listening to you, I know what my wife means when she says I suffer from assumed knowledge syndrome. I have no idea what you’re talking about.”

Last spring I attended a conference where I observed this phenomena firsthand. It was in the lobby where a dozen vendors gathered. Each one had a specialized offering that made life easier for a law practice. As I listened to their conversations, I couldn’t tell if their offering was of benefit or not, so I asked the lawyers in attendance. To my surprise, four out of the five said the exact same thing. “Greg, I couldn’t tell you if I need that or not.” (The other one was avoiding the vendor area.)



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Are incentives to blame at Wells Fargo?


The news gives us a couple of narratives regarding the Wells Fargo Fake Accounts scandal. In case you’re unfamiliar with the details, the fraud centered around employees at the bank cutting corners and opening deposit accounts and credit cards for Wells Fargo customers without their knowledge or permission. This didn’t happen once or twice. 5,300 employees opened 1.5 million times over five years. In late 2016 Wells Fargo was ordered to pay $185MM in fines. That led to the revelation that key executives, specifically John G. Stumpf and Carrie L. Tolstedt, made fortunes during this time period. Hundreds of millions of dollars that have been recently returned, the “clawback.” Read more

Strategy and Planning are Different

This article originally appeared in Amalgamate: A Mix of Ideas for Your Business, Winter 2016

Consider the term Strategic Planning as an oxymoron. This was presented to me by Alan Weiss, PhD. in his book, Best Laid Plans. His point: strategy points you there and planning gets you there.

This fall I worked with five firms on strategy and I saw a striking similarity. If you split your strategic meeting from your planning meeting, a clearer action plan results.

Follow this model to get there. Read more

Selling and Robots and AI and Doctors


Bleep boop.

News from the Chambers Pivot ticker tape. IBM’s Watson and Salesforce’s Einstein are getting together to make us smarter. It comes as I’ve been immersing myself in sales and marketing software. Researching dozens of the thousand plus startups promising to make selling automated. It’s a trend. A vision of the future where the machine is able to predict where and when a buyer is ready to purchase. Getting us to the holy grail of the right message to the right person at the right time.

It will happen. I just don’t think we’re close to having it happen today. Read more

How to be a Great Sales Manager


I am the greatest.

You’ve seen me list the differences between the two roles hereRead more

The New AMALGAMATE Business Booklet is Here

Business Booklet

The Winter 2016 Edition of AMALGAMATE is ready for download. Read more