Offsites & Incentive Travel
Airbnb gets a foothold in business travel
Airbnb, which lets people rent out their homes to travelers, is finding its way onto business expense reports,...
5 meeting time wasters… and what to do about them
By Andrea Driessen
Meetings can become boring when attendees feel their time is disrespected and their contributions are underappreciated. Let’s look at five common ways...
Who’s got time to coach?
With traditional approaches to sales training, 90 percent of the focus is on a two- or three-day training course. Only about 5 percent of...
What do they know that you don’t?
Dave Stein, Principal at Dave Stein, Inc. and Founder of ES Research Group, Inc.
Replicating the “magic” of the top producers in any given sales...
Go through the gatekeeper
The pace of change has never been faster in the sales profession, but some challenges never disappear. Getting past gatekeepers was tough 50 years...
Video: the short, focused conversation starter
B-to-B marketers continue to follow their consumer marketing brethren into the world of video. While the fundamental rules of design and storytelling never change,...
In praise of praise
David Novak, Chairman and CEO of Yum! Brands stressed the importance of recognition in a keynote address for the Society for Human Resource Management’s...
Can conversation become extinct?
In a world where more people own cell phones than toothbrushes, one risks being labeled a luddite if you push back at all against...
The 7 Most Common Negotiating Mistakes
Merely mentioning the word “negotiation” can evoke fear, stress and anxiety. But for many, the intent is quite simple: to discuss and ultimately agree...
Three Simple Systems for Sales Lead Success
Having a strong sales team that can deliver results is crucial to success. However, there are many factors that can cause a sales team...
