Getting Past ‘The Gatekeeper’ To Make Appointments With… The M.A.N.

In today’s very tough sales market, it is becoming increasingly challenging for a salesperson to get through to the decision maker – the ‘M.A.N.’.  This is the person with the Money, the Authority, and the Need. (It can be a male or female).  Many customers have a PA or secretary, who will answer calls on the decision maker’s behalf. […]

10 Ways To Make A Training Session Effective

Adapted From: Donald Kirkpatrick (Creator Of Four Stages Of Evaluation Of Training Model)

S.M.A.R.T. or S.M.A.R.T.E.R. Objectives?

How did it all begin? In November 1981, in an edition of the American Management Association magazine, ‘AMA Forum’, George T. Doran published an article of less than 1,000 words called ‘There’s a S.M.A.R.T. way to write management’s goals and objectives’. At the time, Doran was President of ‘Management Assistance Programs’, a management consultancy based in […]