There’s a better way to select sales training

Getting Sales and Marketing to Work Together

Top Performers - March

PowerShot ELPH 530 HS

5 ways to keep cut-rate competitors from stealing customers

Few things frustrate salespeople more than competitors offering your current clients similar products or services at dramatically reduced prices. Sales coach Colleen Francis (engageselling.com) offers these five steps to close business without taking a huge bath on profits.

E-mail marketing tips from a recruitment guru

Clicks that clank

WWDD: what would Dogbert do?

Before he became a world-renowned depicter of the banality of corporate America with his “Dilbert” comic strip, Scott Adams was rejected for an arts school, and instead earned an undergraduate degree in economics from Hartwick College and an MBA in economics and management from the University of California-Berkeley. In 1997, at the invitation of Logitech CEO Pierluigi Zappacosta, Adams, wearing a wig and false mustache, successfully impersonated a management consultant and tricked Logitech managers into adopting a mission statement that he described as “so impossibly complicated that it has no real content whatsoever.”

Money Talks -- Part II

This is Part II of a two-part article. If you haven’t read Part I, you can find it here.

Money Talks!

The Leadership/Employee RESPECT Disconnect

Leaders like to talk about radical changes and employee-centric practices, but the reality is there is a strong disconnect between how leaders perceive their organization’s RESPECT levels and how their employees view them, authors Jack Wiley and Brenda Kowske say.

Milestones mark a leadership path

In business, we set milestones for projects to give us signposts of progress and a path to follow. Yet on some journeys we embark on, we don’t have any (or enough) milestones or landmarks on our path, says Kevin Eikenberry, founder of The Kevin Eikenberry Group (kevineikenberry.com), a team of business consultants and trainers.

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...”

Read this before your next meeting

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.

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