Entries by wayne.m.peterson@gmail.com

How to Torpedo Your CRM System

angry businessman with document

Carl (name changed to protect the guilty) stood in front of my desk, furious. He was clutching two fistful’s of paperwork. If he’d had hair, it would have been on fire. Carl was a salesperson, and had been for years. I was his newly-minted boss, and the target of his fury. And it was …

Toxic Sales Training


Some of what passes for “sales training” is just plain dangerous. Actually, I would label it: Highly Toxic. It is toxic to sustained improvement, to sustained sales growth, and to the careers of those who recommend, endorse, buy and implement it. It is chosen with the very best of intentions, but it is worse …

Yes, You Do Need Stinking Badges


I love Bogart movies. And among my favorites is The Treasure of the Sierra Madre.Humphrey Bogart plays the character Fred C. Dobbs, a penniless American expatriate in Mexico who becomes a gold miner and strikes it rich with his two partners. Late in the film, trying to flee with the gold and losing his