Category Archives: Training

In a recent article, John Hagel of Deloitte’s Center for the Edge notes that the empowered employee is coming, it’s inevitable, and asks: is the world ready? As companies increasingly struggle to compete for leading talent, he sees savvy firms … 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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The Alexander Group does an annual survey of sales leaders’ growth plans + tactics in conjunction with its Chief Sales Executives Forum. Amongst their findings for 2012: Sales leaders expect their firms’ growth to outpace economic growth in 2012 They … Continue reading

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Twyla Tharp is an award winning choreographer whose ideas on creative habits provide, in my view, a wonderful blueprint for how B2B salespeople can find their groove and perform at their peak. In this recent interview, Tharp discusses how she … Continue reading

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Attended the Sales & Marketing 2.0 Conference earlier this week. It was time well spent. Four themes emerged: ONE: BUYERS NEED HELP + SAAVY FIRMS ARE RESPONDING Buyers are looking for sellers that can create more value, faster. At the … Continue reading

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At the AA-ISP Leadership Summit, forward-thinking sales leaders compared notes on what best-in-class inside sales teams are doing to improve their performance. Industry leaders briefed attendees on the results of their initiatives + reflections on industry trends.  Attending vendors shared … Continue reading

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The Sirius Decisions Summit is an annual opportunity to get a fresh take on what best-in-class firms are doing to improve their revenue performance with the help of their marketing + sales teams. Sirius Decisions’ analysts brief attendees on the … Continue reading

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The following is my adaptation of Allan Maki’s take on how the NHL is becoming like the NFL. The parallels between his observations in hockey with what we’re seeing in business-to-business sales strike me as too profound to ignore. The … Continue reading

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