Closers (...by Canon)

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Downtown Project (DTP) is Zappos CEO Tony Hsieh’s effort to rebuild Downtown Las Vegas into the most community-focused large city in the world. He invested $350 million of his own money, started recruiting entrepreneurs in 2012 and put a five-year timeline on the project.

Windows around the world

High-tech workers love their incentive stock options, but Microsoft’s Michele Samoulides says that incentive travel programs are som

Windows around the world

High-tech workers love their incentive stock options, but Microsoft’s Michele Samoulides says that incentive travel programs are som

Get In the Game

In her book, “Game Time: Learn to Talk Sports In 5 Minutes a Day for Business,” Seattle sports broadcaster Jen Mueller states that a

Start fast, finish strong

In her new book, “Agile Selling: Get Up to Speed Quickly in Today’s Ever-Changing Sales World,” sales strategist Jill Konrath emphasizes the importance of strong starts with new prospects. Konrath knows a thing or two about starting strong. Her first book, “Selling to Big Companies,” was named one of Fortune magazine’s “Must Reads” for salespeople, and is on a number of all-time top 10 lists for sales books.

Shark musings

When he was 12, Mark Cuban sold garbage bags to pay for an expensive pair of basketball shoes.

Oh, the places to go!

Former New York Times foreign correspondent Elizabeth Becker circled the world to report on the global impact of travel as a product. Her book, “Overbooked: The Exploding Business of Travel and Tourism,” was published earlier this year. It is a comprehensive and often discouraging report on the impact of tourism in a world where no corner is left untraipsed. We focused our discussion on incentive travel and experiencing new places as a group.

Sales insights from a gentleman thief

A recent New Yorker feature on Apollo Robbins described the Las Vegas-based entertainer as a “theatrical pickpocket” who, in pursuit of his craft, has incorporated principles from aikido, sales and Latin ballroom dancing. The sales part left us curious (OK, the aikido and ballroom dancing did, too), so we gave him a call.

The new ABCs of selling

Daniel Pink's new book, “To Sell Is Human,” offers a fresh look at the art and science of selling and states that everyone is in sales in one fashion or another.

A Contented Cow Who Cuts Out the Bull

Bill Catlette and Richard Hadden emerged on the employee engagement scene in 1998 as the “cow guys” after the publication of their b

The sweet science that leads to sales success

SMM: Your new book takes an in-depth at applying a scientific analysis to sales. Is that truly a new concept?

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.”

Putting the swagger back in sales

Matthew Dixon is Managing Director of the Corporate Executive Board’s Sales and Service Practice. Brent Adamson is Senior Director of the Sales Executive Council, a division of the Sales and Service Practice. Their book “The Challenger Sale: Taking Control of the Customer Conversation” was published in November 2011 by Portfolio/Penguin.

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