Case study: Arming salespeople with effective sales information

If you want to sell more products, you need to equip your salespeople with effective information. When you give them the information they need, they’ll go out and close more deals for you. I did a bunch of work for one of the world’s largest enterprise software companies to help equip their sales teams. They […]

Case study: Dealing with the problem of rapid business growth

Business growth sounds good, doesn’t it? But rapid business growth can cause problems — perhaps more problems than you realize. There was a year in my business when I enjoyed rapid business growth. It was awesome! But the next year brought a tax bill that caught me completely by surprise and I spent the rest […]

A customer loyalty lesson learned from my friend’s emergency trip to the hospital

A friend of mine works at a Starbucks not too far from my house. I’ve known him for several years and he became a barista at Starbucks maybe a year or two ago. Well, earlier this week he was rushed to the hospital because his lung collapsed. He’s been at the hospital ever since, sometimes […]

Knowledge centers: Why your growing business needs one and how to build it

Growing businesses face a variety of challenges, from scaling distribution to hiring and training competent staff. A knowledge center can help to minimize the pain that comes with growth. A knowledge center is an offline or online area in your business where you capture and store all of your best practices, procedures, processes, and more. […]

Role-plays versus case studies: Which is better?

During my career in sales, and during my stockbroker and MBA studies, I encountered both role-plays and case studies as tools for teaching and learning. Later, as a writer who occasionally writes training content, I have the opportunity to use both. I always prefer case studies. Here’s why: Role-plays are good in theory and they […]