Category Archives: Change management

Perfect Practice offers 42 rules for getting better at getting better. Written by 3 educators, it offers insights on the importance of feedback in improving effective execution in the ‘flow of the work’. Many of their key findings highlight the … Continue reading

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In Flat Army, Dan Pontefract outlines his take on why it’s important, today, for firms to become connected and engaged. In his view, it’s time to connect the dots between leadership, engagement, learning, technology, and collaboration as a path to … Continue reading

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With complex problems, like uncertain revenue results from a sales team, choosing the most effective path to better performance can be really hard. Proving, afterwards, that you chose wisely can be even harder. In their forthcoming book - Decisive - … Continue reading

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Jon Vander Ark of McKinsey is the co-author of Sales Growth. As a summary of their findings, Vander Ark and his co-authors recently suggested in the Harvard Business Review that “CEOs Need to Get Serious About Sales” by: a/ cranking … Continue reading

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co-written with John Holland, co-Founder, CustomerCentric Selling Some reflections on lessons we’ve been learning from our buyer-guided approach to business development. First, most folks doing business development aren’t having nearly the success day-to-day that they think they’re having. Buyers are … Continue reading

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There’s a commonly held view that sales is a numbers game and success depends upon how hard Reps try. Most sales organizations measure day-to-day sales performance by counting activity. How many: calls were made, meetings were conducted, proposals were issued, … Continue reading

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Savvy sales managers constantly hunt for places where a little coaching can have a big impact on sales performance. The right metrics can function like coaching radar. Savvy sales coaches are just like saavy sports coaches. They use radar-like data … Continue reading

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As quarter-end approaches, reflections on what we’ve learned recently with implications for next quarter: 1/ ‘WHY’ IS THE KEY TO GAINING ACCESS In general, we’re seeing vendors with a sharply defined WHY gain access to new leads faster, and more … Continue reading

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