The Rise of the "Latte" and "Black Coffee" Sales Authors

One thing that I am really concerned about these days is some of the latest sales authors I've seen out there on the net. These authors may write some great material, but come from a position of being out of touch with their audience. They seem to be older or have the slicked back Wall Street hair look, and just present an overall image of someone who has not been in sales for a long time.

I've coined a new term here for these authors - the "Latte" Sales Authors. I'm reminded of someone sipping on a Starbucks's cup looking at his latest art piece. Somebody that turns his head when his hands get dirty or despises having to deal with anyone considered "entry" level (unless a five or six figure contract is attached). Someone who generally looks down on other people, especially the ones who get up every morning to go to work (by the way, these are the people who make America the greatest country in the world!).

It really burns me up at times that the minority of salespeople (the ones that seek out additional education) are handing their money over to these people who are out of touch with the 21st century sales world. Salespeople who seek out continuing education at their own expense have worked really hard for the money that is being wasted. Salespeople simply deserve better than what they are getting, especially at book stores.

On the plus side, the rise of sales authors (both young and old) in blogs gives everyone in the sales community hope. For these straight-shooting authors, I have also coined a new term - the "Black Coffee" Sales Authors. These are the authors that stay in touch with the selling community and have a very engaging personality. This by no means is limited to young or start-up sales authors, as I would include Jeffrey Gitomer (for example) in this group.

I certainly mean no disrespect to anyone who drinks a latte now and then, as you can be a latte drinker and still be a "Black Coffee" Sales Author. Black coffee simply comes to represent someone who pulls no punches, and throws the ball right down the middle of the plate. Whatever you do, think twice about handing your money over to a "Latte" author when a "Black Coffee" author is readily available.