Read this before your next meeting

The state of sales training

“Only 69 percent of ASTD survey respondents believe that the formal sales training they receive is in any way effective. That’s at least a 30 percent failure rate...”

Restaurant Pricing - Some Food for Thought

My wife and I recently visited one of our favorite local restaurants (a "bar & grill" as it's called). We've been loyal customers for several years. It's a nice place, always busy with good food, service, atmosphere and reasonable prices. The place is located in the suburbs and attracts a mixed customer base of blue- and white-collar patrons.

A Timeless Gesture

I’ve got books of letters written by Georgia O’Keefe, Jack Kerouac, Richard Nixon and a book of letters exchanged between Jean Paul Sartre and his companion Simone de Beauvoir. Many of Hunter S. Thompson’s most entertaining rants came in his letters.

Motivational speakers don’t deserve rotten tomatoes

Hard-nosed sales managers and reps cringe at the thought of bringing a motivational speaker in to rouse the troops, but the bad rap t

The downside of industry expertise

How well should a training provider know your industry? Corporate Visions Chief Strategy and Marketing Officer Tim Riesterer says if a training provider works a lot within your industry, you may want to run in the other direction.

Your meetings suck

There’s something magical about productive, inspirational meetings. Jon Petz, a former corporate sales executive wh

Are your reps empowered enough?

Few things are more frustrating to a customer than a salesperson with no decision-making capability.

What you’ll be talking about.

Leading a sales team is a complex pursuit with a single objective: to meet and exceed the sales objectives for the area you’re managing. The variables that can impact your success as a leader are tremendous.

Suckification reduction devices

Jon Petz has christened his tips for breaking bad habits and building better meetings Suckification Reduction Devices (SRDs, for short). Here are three SRDs for creating better off-site events:

Can you pass the Jimmy Buffett test?

Many businesses have begun to realize a rebound from the worst of the economic downturn, but employees are still at least a little on edge about the stability of the economy and the security  of their jobs. Robert Sutton, a professor of management science and engineering at Stanford University, and the author of “Good Boss, Bad Boss,” says the best managers instill predictability during scary times and make things “Sesame Street simple.”

Creating better managers through coaching

There’s a 90 percent chance you’re ineffective

There’s been a lot of talk about “1 Percenters” in political circles.

Telling Isn't Selling