The Competitive Advantage
May 4, 2021
Over the past couple of months, I’ve been asked to sit in one several of our clients’ weekly [online] sales meetings. It’s been really eye-opening.
Like the vast majority of seller-doers in our industry who have no real sales background, the sales managers in Market Research (with actual titles like President, Owner or Practice Lead) also have no real background as sales managers.
Which, unfortunately, leads to bad sales leadership and guidance and can have a dramatically negative impact on your sales efforts.
To help, here’s a menu of ideas/topics to help you prepare for your future sales meetings…Continue Reading
August 20, 2019
Recently, I had the pleasure – and privilege – of being hired by Merrill Dubrow, President & CEO of M/A/R/C Research, to be a guest presenter at his national sales meeting in Dallas. The other guest presenter was Ryan Barry with Zappi, so I was in pretty good company.
It’s been a long time since I’ve been part of such a well-organized, educational and enjoyable sales meeting. And while I wasn’t there for the entire event, what I did see provides a solid model for how to structure and host an effective sales meeting.Continue Reading