Lessons learned from a father’s letters
I’ve never put much stock in books or speeches by athletes or coaches who purport to share the lessons they’ve learned from their world...
Influencing the Decision to Win the Sale (Part 2)
A sales rep who had a long-term relationship with the head of an in-house printing group naturally expected to get the business when the...
Influencing the Decision to Win the Sale (Part I)
How does a done deal come undone? Your rep had a good relationship with a great contact, the right solution to meet the customer’s...
Money Isn’t Everything
At a time when companies need engaged leaders and other employees willing to exceed expectations without promise of immediate increased financial remuneration, a new...
Product Review – March
The generation of workers that proudly wore the sort of years-of-service pins that companies ordered by the gross has either retired or is about...
C’mon, Dave — who is the best sales trainer?
It’s a question I’ve been asked again and again by journalists, sales leaders, sales training company CEOs, corporate learning and development executives, consultants and...
Reps aren’t the ones who need revving up!
You could have an endless budget to invest in training and it would only go so far if you and other frontline managers in...
There’s a better way to select sales training
Strictly speaking, sales training is nothing more than a means to an end. The end is sales performance improvement, which is measured by an...
Getting Sales and Marketing to Work Together
Marketers have an enormous arsenal of media outlets at their disposal, and there seems to be an infinite number of experts who postulate that...
Top Performers – March
PowerShot ELPH 530 HS
One of Canon’s latest PowerShot cameras, the incredibly slim ELPH 530 HS is equipped with high-quality features and technological advancements to...
