SMM SMM MAR/APR 2012 : Page 3
contents DEPARTMENTS editor’s notebook A timeless gesture 4 extra performance Managers must move beyond the mindset that money is what motivates their troops 10 cover story 28 meetings Your meetings suck and Jon Petz knows why 16 There’s a better way to select a sales training provider BY DAVE STEIN Sales training train wrecks typically occur because a decision maker uses the wrong criteria to base a selection on. Read this before you invite any sales trainers to speak with you. leadership Lessons learned from a father’s letters 22 technology Inbound marketing produces better leads for less 24 top performers NEXT 6 Measuring the right marketing metrics, a sales management checklist, and other trending sales and marketing topics Column 14 Dave Stein on sales training: C’mon Dave, Who is the best sales trainer? An assortment of new incentive ideas and marketing tools from our advertisers 38 41 closers What would Dogbert do? Scott Adams talks about the “Dilbert Index” and who he thinks should be on the motivational speaking circuit 42 Incentive Product Review 34 Luxury products motivate employees at all levels SALES AND MARKETING .COM MAR/APR 2012 3
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