Zig Ziglar's Legacy to the Sales World

Posted by Dave Kurlan on Wed, Nov 28, 2012 @ 16:11 PM

zig ziglarZig died today at the age of 86.  Seth Godin memorialized him here.  I wrote about our chance meeting here 6 years ago.

I want to talk about Zig's life and his sales and selling impact.

He paved the way for people like me by almost single-handedly creating the motivational speaking industry.  Today, motivational speaking has evolved to include sales and sales management training and coaching, sales consulting, sales force development, sales enablement, sales and sales leadership training and coaching, sales infrastructure and sales architecture.  While none of those competencies actually involve motivational speaking, people still categorize any and all of them into the motivational speaking grab bag of business.

Zig's ability to motivate and help sales professionals (as well as people from many walks of life), made him a role-model worthy of emulation.  He wasn't the first, but he was certainly the most prominent, among early motivational speakers, to focus on goal-setting and closing.  Today, those are just two of literally dozens of topics to address with a sales force.  But without those two, it would be difficult to develop the rest.

Zig also wrote books, recorded audio tapes and CD's and eventually video too.  He wrote articles, appeared live and was really the grandfather of the industry.  Other prominent names came before and after Zig, like Dale Carnegie, Napoleon Hill, Og Mandino, Paul Meyer, Earl Nightingale, Dr. Norman Vincent Peale, W. Clement Stone, and Elmer Wheeler.  But Zig is the name that everyone associated with motivation and sales.

The funny thing is that some of what I wrote in my 2005 book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball, is already outdated!  Yet fifty years later, much of which Zig wrote and spoke is still relevant.

Give yourself a treat.  Order an old Zig book and enjoy!

Topics: Dave Kurlan, sales motivation, dale carnegie, napoleon hill, og mandino

Complete Sales Reference Manual - Now Available

Posted by Dave Kurlan on Tue, Aug 24, 2010 @ 06:08 AM

mastering the world of sellingThis year I had the opportunity to contribute to a book that would be a compilation on sales.  While sales titles are released almost weekly these days, only a small number of them contain anything new, and most don't raise the bar for the selling industry as a whole. This book is different.

This book includes contributions from 89 sales experts, covering every possible topic, including sales, sales management, sales 2.0, sales process, sales strategy, sales tactics, sales motivation, sales presentations, and sales psychology. It's more like a reference manual!

The book's contributors include legendary stars like Zig Ziglar, Tom Hopkins, Brian Tracy, and Dale Carnegie, as well as my contemporaries like Jeffrey Gitomer, Chet Holmes, Jill Konrath, Anthony Paranello, Michael Bosworth and Neil Rackham.

David Riklan and Eric Taylor compiled and edited this compilation of the best that the top sales experts have to offer and, to entice you to order a copy of their book today, they have arranged for you to receive bonus gifts totalling - get this - $2,686.  The book is an outstanding resource and well worth the introductory price of $14.36 on its own.  I contributed to the bonus gifts and from what I've seen of the list, I would order the book just to get my hands on the bonuses!

The book is called Mastering the World of Selling and you can learn more about it and order it by clicking this link.

Topics: Dave Kurlan, Neil Rackham, Jeffrey Gitomer, Linda Richardson, dale carnegie, Zig Ziglar, jill konrath, Chet Holmes, Tom Hopkins, Brian Tracy

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for nine consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave

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