Gamification builds better salespeople
Rewarding results is a game that safety program managers abandoned long ago. A safety program that rewards people for not having accidents leads to...
The ever-shrinking sales presentation
Television revolutionized the way marketers reached consumers and, subsequently, how salespeople sold. Personal computers fostered interactivity and increased sales and marketing applications for the...
Show your personality in your blog
If you are part of your marketing team’s blogging efforts and you don’t subscribe to the daily newsletter from Social Media Examiner (SocialMediaExaminer.com), you’re...
Trade show radio
Some of the most intelligent online rants and discussions on sales and marketing topics occur at consultant Todd Youngblood’s YPSGroup.com. Recently, Youngblood blogged about...
Why the boss shouldn’t run meetings
The most senior person in attendance definitely should not run a work session. As a matter of fact, if there is more than one...
Only you — and your team — can prevent pointless meetings
Editor’s Note: Sales and marketing teams devote countless hours in group sessions to “innovating” and all that word encompasses. Whether it’s developing a new sales...
Good enough, smart enough, and doggone it, managers matter
Do bosses matter?
Managers don’t rise through the ranks if they lack conviction and a sense of importance, but even the best ask themselves that...
Blowing the whistle on ineffective training
One of the most common complaints that sales trainers get from both salespeople and companies is that sales training in any form, whether via...
Two essential character traits for today’s selling environment
In today’s slower economy, the tension between a salesperson’s need to close a sale and the customer’s concern over buying the best product at...
What’s Your Value?
We talk a lot in these pages and online at SalesandMarketing.com about improving the performance of others — coaching individuals up so they are more valuable...
