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 MoreMany 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 Moreby Mike Shultz, President, RAIN Group If you have 40 items on your list marked as priorities, you might as well have none. In our latest Extreme Productivity…
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 MoreAccurate communication can be defined as "an idea transplant from one mind to another". Unfortunately, between two minds there is often a breeding environment for misunderstanding and distortion.…
Read MoreThe 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 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 MoreSelf-Directed Learning Requirements for Learning Management Systems (Adapted from research by Gerald Grow – Teaching Learners to be Self-Directed and others) by Nick Anderson & Bruce Lewolt In…
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