2015
Are your sales people on the same page with you?
The sales profession has now matured to the point that those you recruit are schooled in the basics but come to you with a mix of good and bad…
Read MoreResearch, practice notes, and thinking on change management, AI implementation, and the AlEx™ process — including content adapted from LinkedIn.
The sales profession has now matured to the point that those you recruit are schooled in the basics but come to you with a mix of good and bad…
Read MoreThis month I consider probably one of the most difficult areas is sales, especially complex sales. What makes sales complex? Classically, “Many to Many” Think of it like…
Read MoreMost of our contributors do measure change, but 37% either don’t measure change or they don’t know if they do or feel measuring change is too difficult. So, here’s some evidence…
Read MoreObserving and assessing what people to say and do in given sales situations is not new. It can have a powerful impact on sales effectiveness when done well.…
Read MoreBeing competitive comes from people who are well aligned with their organization’s intent and mission. If you take that extra care to recruit and select such people, my…
Read MoreCrazy as this seems, surveys and research show this is a common outcome. There’s got to be a better way to ensure sales executives get a return from…
Read MoreSelf-coaching can be a like the blind leading the blind. At best, the rate of improvement is slow and inconsistent. At worst, the group perpetuates behavior that is…
Read MoreOver the last 25 years, sales executives have become jaded about sales training's contribution to the bottom line. For many, memories of being pulled from the field for…
Read MoreIntroduction The avalanche of data at ever increasing speeds creates greater corporate ADHD. The result is decision making suffers from “24×7 news cycle” thinking where now is better…
Read MoreBack in 1995 I worked with my client Peter Barlow then VP Global Account Management and Major Projects for APV (Food Process Engineering Company) on developing a Major…
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