EightBlack.

Seth Godin’s post today is right on the money.

About 3 years ago, I had a real job (working for someone else).

I used to run a small US based telco here in Asia Pacific.

Like many of us, I wish I knew then what I do today about marketing.

But running someone else’s company does have it’s advantages.

It lets you hire people and engage resources that you might not necessarily be inclined to do in a smaller business.

I got lucky.

I hired this guy.

His name. Dr. Michael Hewitt-Gleeson.

Michael co-founded the School of Thinking in New York over 25 years ago with Edward de Bono and Michael is the only guy I know who holds a PhD in selling.

Michael was instrumental in getting our regional sales people to think differently about the process of selling.

His whole mantra (check vs uncheck) is all about not whether you made the sale on the sales call, but rather, measuring how many check moves you made and how many the organisation made.

It served us well because we went from $2.4M in one year to just over $12M in around 18 months.

I know process works. I have the proof.

Seth Godin and Michael Hewitt-Gleeson are smart guys.

And Michael is one of the most under rated and under utilised sales and marketing resources in Australia today.

Check out Michael’s content here.

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This entry was posted on Thursday, April 27th, 2006 at 12:09 am and is filed under News. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.