Maybe It’s Me … But this is Retail!
In her recent Globe and Mail article Marina Strauss did her usual great job covering the impact, real and imagined, on Canadian retail as more U.S. operators prepare to enter [...]
7 Lessons Learned – Running a Major Fund Raiser or Event
Having spent 15 years as a CEO in the music industry – I was not a stranger to running events. This was different however - working with a group of [...]
Google Docs Accelerates Team Productivity Through Active Participation
It is a cliché, but some of the most important discoveries have been by accident. I stumbled upon Google Docs when working with 2 colleagues on a report - we [...]
Investing in Sales Training Blog Series #3: 6 Ways to Get Maximum ROI from your Sales Training Program
1. Play for the long run. You are trying to change behaviour and learn new skills - that takes time and means that the training needs to be on-going and [...]
Why Knowledge Based Selling can Improve your Sales and Marketing ROI
First in a series on Sales & Marketing Integration... “Nothing happens until someone sells something”. This old quote has been attributed to Henry Ford, Peter Drucker, and Thomas Watson, amongst [...]
Investing in Sales Training Blog Series #2: When NOT to Invest in Sales Training
Here’s a list of 6 steps that might suggest you should not invest in sales training: 1. Do you have the right people worth investing in? Do they have what [...]
Route to Market Series #5: Have your Competition changed their Route to Market?
Route to Market – is your Sales Organization Optimized? When was the last time you reviewed the structure of your Sales Organization? How has the marketplace changed since then? Many [...]
Investing in Sales Training Blog Series #1: Should You Invest in Training?
“The Death of the Salesman – has been greatly exaggerated”, this is what Economist blog Schumpeter said in the Oct 14, 2011 issue. The blog pointed-out that contrary to all [...]
Route to Market Series #4 – Have you Expanded into New Channels of Distribution?
Route to Market – is your sales organization optimized? When was the last time you reviewed the structure of your Sales Organization? How has the marketplace changed since then? Many [...]