Inc Ink

Posted in Chicago Booth, Sales, Teaching, Toolkit on April 9th, 2011

Thank you Inc. Magazine for the recognition of our Selling (not Marketing, not Business Planning…..SELLING) course at Chicago Booth. See the link right here on the right side of the salesengine.com home page. Leigh Buchanan, a fantastic journalist, captured the spirit of the course and I especially appreciated her highlighting the experiences of an actual student of mine, Phil Leslie. It doesn’t matter one good goddamn what we teach…it matters what these students DO when they walk out of the class. Phil is the perfect example of a guy who walks out of the course, picks up the phone, conquers his fear, calls a prospective partner or customer, sets up a meeting, closes a deal, and builds his company. That, my friends, is the meaning of life.

These Booth students amaze me. They come here whip smart and full of knowledge, and I hope they leave unafraid and full of skill and discipline.

A *shout* to my students at Chicago Booth

Posted in Chicago Booth on February 5th, 2011

Every quarter, I say to my students something like; “I learn as much from you as you learn from me.” Sometimes I get funny looks when I say this, but I mean it. Not many people have a job where they get to meet 100 extremely talented people from every continent every quarter and sit them down in front of them for a 30 hour conversation. What a gift. This is a quick shout out to my students past and present who have engaged in that conversation. Thank you.