The Competitive Advantage

May 26, 2026

The Biggest Mistake Most Sales Meetings Make (and How to Fix It)

Over the years, I’ve had the privilege of being invited to sit in on a number of my clients’ sales meetings. These were all small-to-midsize firms with a team of 3 to 15 seller-doers (and in some cases, full-time salespeople). All of these meetings were very similar… and all of them made the same mistake!

In every case, the person responsible for managing sales would spend most of the time going around the room (or the zoom) and asking each seller-doer for a recap of their current sales activity and pipeline.

WHY?!

May 4, 2021

Get Your Sales Meeting Right… Or Lose the Battle in the Marketplace

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…

August 20, 2019

Want to host a GREAT sales meeting? Follow this blueprint.

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.