Name: Moving from Models to Mindsets
Author: John Reid

About the Book

As sales manager, you want your people to perform at the peak of their abilities. Hiring outside organizations to train and motivate your team can be an expensive proposition. And most only provide outmoded, “one-size-fits-all” techniques, with no regard for a specific company’s products, services, or customer base. There is a better way. John Reid believes adaptability and communication are the keys to successful selling. He rejects the rigid, cookie-cutter methodology of many current training programs. Instead, he offers a more flexible approach, with conversations that focus on:

Practice and experiential learning
Listening more than speaking
Context rather than models, methodologies, and tricks of the sales trade

Moving from Models to Mindsets provides a framework for a new way of thinking—and acting—when it comes to sales training. Your salespeople want to do their best, and now you can help them succeed.

Praise

“We partner with JMReid Group because their focus on context, the learner, and the latest thinking gets results. It allows our companies to move from previous curriculums and training without the feeling of having to start over.”

— David Gau, Operating Partner, PPC Partners

“John Reid gets that you have to get the mindset right--only then are models, tools, and tactics effective.”

— Mark Hawn, Principal, Accounts and Business Development, EY

“John is a valued partner to ProAmpac commercial leadership. His professional experience in corporate marketing and selling bring credibility to his teaching approach. Combined with his energy and passion, he challenges our team to think differently about how they lead and sell. He has been an excellent addition to our team.”

— Adam Grose, Chief Commercial Officer, ProAmpac

About John Reid

John Reid

John Reid is Founder and President of JMReid Group, whose clients have included EY (Ernst & Young), ProAmpac, GHX (Global Healthcare Exchange), Ryerson, and Mitsubishi UFJ Financial Group. In 2015, JMReid Group’s work was featured in Training’s Top 10 Hall of Fame Outstanding Training Initiatives. John was previously named a Rising Star in the Chemical Industry by Chemical Week, and earned Forum’s 1999 Rookie of the Year and 2000 Salesperson of the Year titles. A four-time cancer survivor, John has four children, two grandchildren and resides in New Jersey with Rose, his wife of thirty-five years, and their dog, Georgie.