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 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 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 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 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 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…
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