In Rookie Smarts, Liz Wiseman explains why people often perform at their peak whenever they’re doing something for a first time. You show up to do a job. You know you know so little, and need to know so much. … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Lean, Learning, New hires, Process, Productivity, Return on Effort, Sales coaching, Training | Tagged , , , , | Leave a comment

Authored by Ken Rowley, CRO, innovativeinfo.com [makers + providers of amacus] In a recent post, McKinsey draws a connection between the ‘lean-manufacturing revolution’ and the belief that the same revolution is long overdue in marketing and sales. In doing so, … Continue reading

Posted in Change management, Lean, Learning, Metrics, Sales coaching | Tagged , , , , , , , , | Leave a comment

In B2B Business Development, good 1st conversations with buyers are the key to having more ‘next conversations’. It’s easy to say, but can be hard to do. Here’s why, and some things you can do about it. It’s often a … Continue reading

Posted in Conversations, Craftsmanship, Curiosity, Fun, Learning | Tagged , , , , , , , , , | Leave a comment

Jim Ware @thefutureofwork wrote a thoughtful piece, recently on Conversations that Connect. Conversations shrouded with respect, curiosity, trust, integrity, openness, and a deep commitment to engaging. The kind we often have, instinctively, with those who are closest to us but … Continue reading

Posted in Sales coaching | Tagged , | Leave a comment

Hitting revenue growth targets is often easier said than done. Dan Weinfurter’s book, Second Stage Entrepreneurship, offers many practical tips for driving aggressive sales growth. Five of the simple practices he advocates: BE BRIEF Real brief. Have a ‘power pitch’. … Continue reading

Posted in Craftsmanship, Curiosity, Learning, Metrics, Process, Productivity, Sales coaching, Training | Tagged , , , , , , , , | Leave a comment

John Hagel and his colleagues at the Deloitte Center for the Edge continue to spot important things occurring on the ‘edges’ of business transformation. In Passion At Work, they make the case that there’s a need to recruit and nurture … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Learning, Metrics, Process, Productivity, Results | Tagged , , , , , | Leave a comment

Angela Lee Duckworth recently noted that one of the keys to success is ‘grit’; the determination to stick with it. Invest the hard work that it takes to eventually reap the rewards of exceptional performance. In B2B sales, ‘grit’ means … Continue reading

Posted in Conversations, Craftsmanship, Learning, Metrics, Productivity, Results, Return on Effort | Tagged , , , , , , | Leave a comment

Friend + colleague Anthony Iannarino notes that Reps can never produce results without activity, but what’s really key is that their activities generate positive outcomes. In my view, this requires that they see and understand how their practices are affecting … Continue reading

Posted in Conversations, Craftsmanship, Learning, Metrics, Productivity, Results, Return on Effort | Tagged , , , , , | Leave a comment