Greg Bennett on How to "Close" a Consultative Sales Deal

Published: Jan 24, 2019
Modified: Aug 22, 2019



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.