2014
Using Behavior Analysis to Impact Sales Revenues
Observing 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 MoreResearch, practice notes, and thinking on change management, AI implementation, and the AlEx™ process — including content adapted from LinkedIn.
Observing 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 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 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 MoreIn one of my clients in the food engineering sector, I estimated that only 1:12 quotes were successful. What are the implications of this situation, apart from not…
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…
Read MoreAccording to the research, more than a third of the respondents (38 percent) undertake a small number of change initiatives per year (1-5 projects). Yet the top reason…
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