Read this before your next meeting
Meetings as a business tool get a bad rap, and it’s often a manager’s fault. When meetings become routine, participants stop preparing for them...
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...
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...
A Timeless Gesture
I’ve got books of letters written by Georgia O’Keefe, Jack Kerouac, Richard Nixon and a book of letters exchanged between Jean Paul Sartre and...
Motivational speakers don’t deserve rotten tomatoes
Hard-nosed sales managers and reps cringe at the thought of bringing a motivational speaker in to rouse the troops, but the bad rap they...
The downside of industry expertise
How well should a training provider know your industry? Corporate Visions Chief Strategy and Marketing Officer Tim Riesterer says if a training provider works...
Your meetings suck
There’s something magical about productive, inspirational meetings. Jon Petz, a former corporate sales executive who left the world of power lunches and private jets...
Are your reps empowered enough?
Few things are more frustrating to a customer than a salesperson with no decision-making capability. The last thing a customer with a problem wants...
What you’ll be talking about.
Leading a sales team is a complex pursuit with a single objective: to meet and exceed the sales objectives for the area you’re managing....
Suckification reduction devices
Jon Petz has christened his tips for breaking bad habits and building better meetings Suckification Reduction Devices (SRDs, for short). Here are three SRDs...
