Archive for June, 2011

Help with Endorsements of MAJOR, ground-breaking book on sales training…

Thursday, June 23rd, 2011

The Ultimate Sales Training Book will premier late 2011.

This 900 page encyclopedia of best-practices in sales training is being published by Pfeiffer, probably the most prestigious corporate publishing house (a Wiley/Jossey-Bass imprint). In addition the book will be co-marketed globally with the American Society for Training & Development (, the largest training association on the planet with over 70,000 members. Because of this exposure, it’s anticipated that language rights will be issued around the planet.

This monster project represents 30 years of my unique and useful body of work contributing to the sales community.

It is incredibly comprehensive, with things you might never consider building into training.

For example, there are over 30 pages on mental health for sales pros. This covers handling rejection, self-talk, optimism and more.

It covers creating energy during the day by both mentally escaping from work regularly and eating properly at lunch. Tell a sales executive you can reduce or remove energy dips late in the day and you have a friend for life.

The Ultimate Objection-handling Tool is an amazing process I created to navigate the dangers of prospect resistance and move your sales pros further down the path toward the close.

The most potent process I’ve ever encountered for designing proposals is included. Alan Weiss, one of the best brains on this planet has mentored me directly on his methodology, so he was generous enough to offer his content. I highly recommend every one of Alan’s books, as well as his consulting work, mentoring programs and workshops.

You’ll read some amazing advice with supporting data on sales contests (which I encourage companies to begin, right after training – to reinforce newly acquired behaviors).

The section on lead generation is huge – with every possibly way and place to find prospects. Even if your company provides marketing for you, you’ll want to review this to make sure nothing is missing from your opportunity management strategies. I believe this is the most comprehensive list of it’s kind, anywhere.

900+ pages full of fantastic content, great exercises, funny & insightful stories, and much more.

I’m looking for senior sales executives of major corporations in the following business categories to review this work and offer a couple sentences to use inside the book when it’s published.

Anyone you can think of who’d be interested, let me know. I really need highest level sales execs and Chief Learning Officers. The list follows.

I would prefer you contact me directly, rather than post to this blog.























Triple Crown Sports Rewards Cheating in Omaha Tournament

Monday, June 20th, 2011

In an Omaha Slumpbusters youth baseball tournament that is designed to coincide with the NCAA World Series, 13 year old team winners used an illegal player in order to advance and win the tournament.

The Minnetonka Attack team was slaughtered in their three pool games; 17-5, 15-3 and 9-0. Slaughtered is the term which refers to stopping the game early when a team is badly overmatched.

So the team was seeded 2nd to last in the Silver Bracket.

The Minnetonka team then played Barrington Stampede in their opening game of tournament play, which becomes single elimination. In that game, the team intentionally used their best pitcher beyond his allowed innings.

When the Barrington coaches asked the tournament director to address the use of the pitcher, Triple Crown Sports Director Keri King decided to punish Minnetonka by having the player removed from the game, along with his coach. The rules state:

*If pitching rules are violated and the infraction is detected, the situation will be reviewed and consequences may include elimination of team from the event and suspension for the following year, coach and/or player ejection.

So the leader of Triple Crown removed a player from a game he wasn’t supposed to play in anyway and suspended him from the next game where he was ineligible to play as well.

Explain what the punishment is here?

A team which had gotten their butts kicked badly in every game played to this point decided that it had to cheat to win.

End results? ZERO consequences to the Minnetonka team or their coach. It would make some sense to possibly remove the two during pool play, but cheating in the championship bracket must be taken as seriously as possible. As the cheating was intentional, the consequences should have been more severe.

But the score stood with Minnetonka winning by 2 runs.

So one team of 13 year old baseball players was eliminated from their tournament because an opposing youth baseball team coach felt winning was above ethics. And another team went on to win a tournament on the back of their coach’s lack of integrity.

Would you want your kid to play for this man?

Would you want to lose to this man?

I shared this story with 6 or 8 coaches (as well as several parents) after this incident and later that Saturday evening at the NCAA College World Series game. The emotional response by each coach was identical. Nobody said “That’s too bad” or “That sucks.” The responses I got was outrage. “You spent $1300 to play in this tournament, team parents spent close to $15,000 on hotel rooms plus gas and some airfares to get to Omaha and the tournament director doesn’t have the guts to penalize a team that cheats?”

I am embarrassed for Triple Crown Sports.

Isn’t it ironic that you can divide kids playing baseball into two categories – those who make good decisions and those who don’t?

And we have a sports leader who makes a horrible decision, setting a terrible example by approving a team’s intentional decision to cheat and win.

Triple Crown Sports had tarnished their reputation as an organization that works with kids in sport. The highest standard we can teach our kids is to be honest. They all know who Barry Bonds is, they might have an opinion as to whether he cheated or not. They might not even care about Mr. Bonds.

But two teams of kids at the Omaha Slumpbusters Tournament just learned you can cheat and get away with it.

It would be interesting to interview the winners’ parents and find out how many of them are okay with their coach’s lack of integrity.

Another fascinating conversation might be held within the Minnetonka youth baseball community to find out how this is being addressed.