Friend + colleague Anthony Iannarino notes that Reps can never produce results without activity, but they never produce results unless activities generate positive outcomes. He goes on to suggest that most salespeople fail because they take too little action or … Continue reading

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In recent months, I’ve written guest posts elsewhere on what savvy firms are doing to out-perform expectations. Here’s a summary, from successes being observed: PERFORMANCE ANALYTICS MATTER Pro sports teams are increasingly using performance analytics to find ways to succeed, … Continue reading

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On July 1st, Canada’s Anti-Spam Law [CASL] came into effect. You now have a simple choice: obey the law by emailing only those folks who’ve given you permission; OR face fines of $1m-$10m for every time you fail to do … Continue reading

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A South African colleague recently described to me the main difference he saw between B2B sales in South Africa vs. North America: the ‘politely impolite’ buyer in North America. In his view, buyers in North America won’t say no for … Continue reading

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In his new book, Hooked on Customers, Bob Thompson offers many practical pointers on what it takes to be exceptionally customer-centric, and why it matters. He shows why the best strategies are value creating, by design, for customers; and why … Continue reading

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Jill Konrath’s perspectives on selling with impact are always worth noting. In an on-line interview, a few years ago, she was asked: ‘what’s the one thing Reps need to do more of to be successful.’ Her answer: ‘think’. She had … Continue reading

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A recent Harvard Business Review article summarizes 6 lessons businesses can learn from the greatest comeback in sports history. These lessons speak to the business value of ‘performing with speed’ by ‘learning at speed’. The takeaways for B2B sales teams: … Continue reading

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Research shows it takes 10,000 hours of practice done over roughly 10 years to achieve the pinnacle of performance: craftsmanship. However, research also shows it can take a lot less than that to learn the basics.¬†Josh Kaufman, author of The … Continue reading

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