Research, practice notes, and thinking on change management, AI implementation, and the AlEx™ process — including content adapted from LinkedIn.
Rackham & Carlisle’s research on the differences between successful negotiators vs. their average counterparts was illuminating. It had an impact as very few studies have investigated what actually goes…
Read MoreHaving salespeople with clear minds in negotiations has never been more important. In the conflicted world of sales negotiation, the tensions between closing a deal and not losing…
Read MoreWhat are the problems associated with top-down or bottom-up approaches to changing an organization? “Performance is Personal before it is Organizational”. None of us work in a vacuum.…
Read MoreIn normal times somewhere between 45%-70% of change fails to some degree in North America. Now you have Covid-19. So, what are you going to do to succeed?…
Read MoreAn account plan is essentially a change management plan. Strategic account management is, after all, about creating a vision and inspiring buyers with that vision of what’s possible…
Read MoreMost sales leaders at some time get stuck trying to fix things with more of the same, rather than doing different things. Typical reasons: Fear of “sticking their…
Read MoreA whopping 45.4% of salespeople miss their quota according to the CSO Insights 2015 Sales Compensation and Performance Management Study, only 54.6% of sales professionals produce enough revenue…
Read MoreEven after 30 years, the connections between change management and gaining competitive advantage are not well articulated. The disconnects between commitments to change and actual competitive behavior are…
Read MoreIn my experience many of the extensive spreadsheets of assessment criteria reveal the expected when it come down to the "finalists. As many find there are many criteria…
Read MoreYou would think that as leaders grow, their people would grow. Unfortunately, the opposite is often true. Leader’s growth leads to separation and misalignment with their people which…
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