Monthly Archives: April 2009

Twelve Rules of B2B Sales Productivity
(an ode to winning more business, in 12 parts)

Posted on April 26, 2009 by John

UPDATED JUNE 23, 2010 When we combine the #1 issue for CEOs with today’s economic downturn, what emerges are Twelve Rules of B2B sales productivity. Each by itself is a path to improved sales productivity. The most productive firms are … Continue reading →

Posted in Process, Productivity, Results | Tagged , , , | Leave a comment

John Monoky’s Take on Selling in Turbulent Times

Posted on April 17, 2009 by John

John Monoky is an Adjunct Professor of Executive Education, Ross School of Business, UMich. He recently made a presentation to technology industry executives sponsored by the BC Technology Industry Association, BC Innovation Council + Sauder School of Business (UBC) on … Continue reading →

Posted in Industry | Leave a comment

Imagine Sales Reps Gaining a 6th Sense + Becoming More Productive

Posted on April 3, 2009 by John

Information can have a dramatic effect on the choices people make. It’s especially true when its relevance is apparent, and it’s available without interrupting user behavior. When this happens, users make much smarter choices than ever before. They acquire a … Continue reading →

Posted in Metrics, Productivity, Usability | Tagged , , | Leave a comment