Brian Grazer is an award-winning film producer and author of A Curious Mind. In this excerpt from a recent interview, Grazer notes his 3 keys to having perspective-yielding, value-creating, conversations with folks he’s keen to meet: 1. Ask for the … Continue reading

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

As the pace of change at work quickens, it gets harder and harder to execute with impact. Experience becomes a curse. It traps us in old ways of working. Pressures abound. Exhaustion prevails. In her book Rookie Smarts, Liz Wiseman … Continue reading

Posted in Craftsmanship, Curiosity, Lean, Learning, Productivity, Sales coaching | Tagged , , , , , , , , | 1 Comment

Effective B2B sales people constantly uncover buyers’ stories of business challenges that need conquering. There’s much that B2B sales people can learn from journalists and other storytellers on how to do so thru conversations. Malcolm Gladwell is a journalist and … Continue reading

Posted in Conversations, Craftsmanship, Curiosity, Learning | Tagged , , , , , , , | 2 Comments

In The Small Big!, Seve Martin, Noah Goldstein, and Robert Cialdini offer recipes for making small changes that make ‘better’ happen. Their findings have implications both for how to get buyers to ‘better’ their situations [by buying into a change … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Learning | Tagged , , , | Leave a comment

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