Category Archives: Productivity

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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In AntiFragile, Nassim Taleb explains what firms can do to lower their risks of catastrophic events, despite prevailing complexities and uncertainties. He describes such firms as the opposite of ‘fragile’ … ergo, Antifragile. They’re firms that thrive on uncertainty by … Continue reading

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Musicians know it takes practice to perform at their peak. The authors of Practice Perfect stress that practice makes permanent - so you had better get it right. So, based on what we’ve been learning with our clients, here are … 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-authored with John Holland, Co-founder, CustomerCentric Selling In a recent presentation for Corporate Visions, Scott Santucci of Forrester Research noted that  CEOs are increasingly worried that their selling systems are not adapting quickly enough to accommodate changing business strategies. In … 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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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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