Chuck Martin on Leadership Smarts

    Jan 24, 2019

    Greg Bennett has been a top sales trainer, consultant, strategist and coach since 1988. He is the author of the book Consultative Closing, which offers simple steps that build sales-client relationships while winning even the toughest sales. Bennett has worked with hundreds of organizations and thousands of salespeople in a wide variety of industries, including extensive sales consultation and strategy development for over 150 professional sports teams and major universities across the country. His strategies and techniques are considered by many to be the most realistic and user-friendly available anywhere. He focuses on the fundamentals of sales success, with a special emphasis on what he calls "consultative closing" strategies designed to help consultative sellers, business owners and professionals become more effective closers. In 1998, Bennett developed the first online sales training site,, and began using the internet to revolutionize the way training programs could be delivered to sales managers and salespeople on the front lines. Bennett is also partner in a sports-consulting and branded-product-development company called APC (Altitude Profit Consulting), a partner organization with Kroenke Sports Enterprises, owners of the Denver Nuggets, Colorado Avalange, Colorado Rapids, and several other sports and entertainment entities. APC also develops sales-related promotional products and apparel for pro teams and corporations. For additional training on this topic, consider these AMA seminars: Strategic Sales Negotiations Principles of Professional Selling Advanced Sales Management Motivating and Coaching Your Sales Team: The Tools for Success Selling to Major Accounts: A Strategic Approach For related reading from AMACOM Books: Consultative Closing Consultative Selling, 7th editionChuck Martin is Chairman and CEO of NFI Research, a firm that analyzes business and management trends. His new book "Smarts: Are We Hardwired for Success?", identifies the key behavioral skills that determine success in the workplace. AMA has...Chuck Martin is Chairman and CEO of NFI Research, a firm that analyzes business and management trends. His new book "Smarts: Are We Hardwired for Success?", identifies the key behavioral skills that determine success in the workplace. AMA has collaborated with Martin to develop a new seminar, Leadership Smarts, which revolutionizes the concept of intelligent leadership.* It introduces a new assessment that will help individuals identify their top strengths and weaknesses in key management areas. Participants will discover how those innate strengths can be aligned with business objectives and leveraged across jobs, tasks and projects to create high-performing teams.

    As the Chairman and CEO of NFI Research, Martin is at the nexus of a global idea exchange and the leader of a research engine that regularly samples the mood and intentions of more than 2,000 senior executives and managers from 1,400 companies in more than 50 countries, including half the Fortune 100. This gives him an incredible amount of useful information and a true, up-to-the-minute view of today's workplace. The broad base of his network, the robust and virtually instantaneous nature of his process, and his experience analyzing results give him unusual insight into business and workplace trends.

    A former vice president of IBM responsible for a global division, Martin has helped identify successful corporate business strategies for some of the leading companies in the world. Prior to joining IBM, he was the founding publisher and Chief Operating Officer of Interactive Age, the magazine credited with helping to define the interactive marketplace and the first publication to launch simultaneously in print and on the World Wide Web.

    Martin's previous book, Managing for the Short Term, investigates how companies large and small are managing in today's volatile world of disruptive technologies, sudden downturns and upturns in the economy, and tumultuous world events. He reassembles the profound disconnect he sees between many organizations' long-term strategic vision and the short-term actions needed to realize that vision. He is the author of Net Future, The Digital Estate, and (co-author) Max-e-Marketing. He has also written a business fable, entitled Coffee at Luna's, about an overworked manager who can't seem to get off the treadmill of work until he learns three valuable lessons that totally improve his situation and those around him as well.