Sales Channels – options aplenty, but what’s the right choice for your firm?

There are really two times that it is appropriate to make a decision about what channel(s) to use for your selling efforts:  1) before you launch your training/consulting firms, and 2) every day that ends in ‘y’ after your company is open for business! Of course your ‘switching costs’ will rise in terms of changing [...]

The $10 a year website for new training firms and independent contractors

I’ve been talking to a number of people recently who fall into a couple of camps starting a training firm, or at least hanging out a shingle to be a training firm starting life as an IC for a training firm starting to represent multiple firms as an IC and wondering how to convey your [...]

Seeing my name in lights

Many thanks to Dave Stein for his kind words and taking up so much space in his blog with this interview of me. If you aren’t a subscriber to Dave’s blog you can do that here.  Dave is the only analyst solely focusing on the sales training space and posts content that is of interest [...]

In through the out door (or using the exit as your entry)

Those of you that know me well might think my title was a clever way of slipping a rock album title¹ into my blog.  This time it wasn’t, as I don’t actually love this band, but someday I will write “Everything I Needed to Know in Business I Learned from Hard Rock.”  But I digress… [...]

Google Alerts – eyes in the back of your head

Google Alerts is a fantastic, and free, resource to help you keep extra eyes on your prospects, clients, competitors … and even on how your own firm is being written about on the web. I was initially hesitant to start using this tool because I am already overloaded with far too many blogs and email [...]