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 Aut...
Is It Based On Clearly Identified Needs? What Results Are We Looking For? What Behaviour Changes? Is It Scheduled At The Right Time For The Delegates? Is It Being Run At the Right Time For Their Supervisors / M...
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...
