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How Practice, Done Right, Can Perfect Practices in B2B Sales 16 Aug 2013 | 04:23 am
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 wor...
Sorry, ‘Just Do It’ won’t ‘do it’ when it comes to sales performance 21 Jun 2013 | 09:46 pm
One of the classic ‘silver bullets’ sales managers like to fire when the pressure’s on to produce more revenue? ‘Try Harder’. Put another way, as Nike would say: ‘Just Do It’. For a lucky few, it can ...
The 8 Ingredients of a Tasty B2B Sales Productivity Bouillabaisse 25 May 2013 | 07:34 pm
Had a fascinating chat recently with the lead for a multi-billion dollar firm’s sales performance improvement initiatives. It’s their firm’s number one business growth strategy for 2013. His biggest c...
The Science of Succeeding Predictably in B2B Sales [Lessons from Moneyball] 7 May 2013 | 04:52 am
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3 Keys to Empowering Employees [and why it matters] 24 Apr 2013 | 07:11 am
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 comp...
4 Keys to Creating a Flat Army [of Front-Line Folks in Sales Execution] 8 Apr 2013 | 07:13 am
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, learn...
5 Things You Can Do to Solve Tough [Sales Execution] Performance Problems 30 Mar 2013 | 08:54 pm
When poor sales performance persists, and everything you’ve tried hasn’t worked, it’s tempting to sit back and say ‘that’s just the way it is’. It’s probably the #1 reason sales performance problems D...
It’s Hard to Fix [Sales Execution] Mistakes You Can’t See 23 Mar 2013 | 08:32 pm
The life of a sales person can sometimes seem like that of a juggler in a circus. Always many balls in the air. The best trained Reps are the ones who can simultaneously juggle more balls than their p...
4 Keys to Choosing Wisely Your Paths to Improved Sales Performance 22 Feb 2013 | 05:43 am
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 ev...
Let’s see: how are B2B sales made? 10 Feb 2013 | 11:29 pm
Some of the most compelling pieces being used in B2B sales these days are visuals. Ones that help buyers and sellers come to agreement on what a buyer’s situation looks like and what might be done to ...
