Out Thinking the Competition – 2500-Year-Old Lessons
Many people today are looking to the end of the Covid Tunnel and how to rebuild their sales pipeline. They may look to the latest app or system,…
Read MoreResearch, practice notes, and thinking on change management, AI implementation, and the AlEx™ process — including content adapted from LinkedIn.
Many people today are looking to the end of the Covid Tunnel and how to rebuild their sales pipeline. They may look to the latest app or system,…
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 MoreThis report is a rare example of inductive research, which lacks the bias of many change management studies. This is because it works from the “bottom-up” looking for…
Read MoreToday's disruptive technologies are accelerants that speed change, already fueled by customer and competitor access to competitive information. The key to thriving in such a climate is creating…
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 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…
Read MoreI developed this as a discussion paper for a client's European Sales Management Effectiveness Project. The interesting perspective is how the issues raised in the early 90's are…
Read MoreI like this article as it challenges some of the more superficial approaches to training sales managers to coach. It is a challenge that so many duck and…
Read MorePeople problems are very varied; they can also be complex. There is no all-embracing theory for understanding them and no magical formulas guaranteed to solve them. The problem-solver,…
Read MoreSound weird, doesn’t it? Truth is . . . being tied to one training methodology simply isn’t productive. There's no “perfect training methodology” – whether it be focused…
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