Yearly Archives: 2010

It’s amazing how much you can learn about sales effectiveness by being a ‘victim’ of practices which badly miss the mark. For me, it last happened at Dreamforce. It’s an amazing conference, showcasing some of the latest + greatest tools … Continue reading

Posted in Conversations, Curiosity, Productivity, Return on Effort | Tagged , , , | 4 Comments

In a recent TED talk, Sir Ken Robinson contends that too many people endure what they do and too few love what they do. Yet, when people love what they do, they excel + it’s simply not true of enough … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Fun, Productivity, Return on Effort, Training | Tagged , | 3 Comments

Attended the Sales + Marketing 2.0 Conference earlier this week in San Fran. My key take-away (with links to some related posts): sales productivity needs improving + it’s going to take ‘systems of engagement’ to get there. Systems which encourage … Continue reading

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Selling Business-to-Business should be fun. Often it can feel like a grind. There’s a need to make selling B2B more fun by provoking more learning from the grinding. Those involved in teaching, training, e-learning, and change management have important insights … Continue reading

Posted in Change management, Craftsmanship, Fun, Metrics, Productivity, Return on Effort | Tagged , , | 3 Comments

Ok. A confession. I’m in the tool business, yet I generally hate business tools. For the most part, I’ve found over the course of my career that they’re generally over-hyped in terms of their contribution to my productivity and way more … Continue reading

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March 2011 will see the publication of Guy Kawasaki’s latest book, Enchantment. Had the pleasure of hearing him give an overview of many of his key points on ‘how to be deeply + truly enchanting’. In many ways, a highly … Continue reading

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Part of my firm’s DNA is to make work fun (again). From my years in higher education administration, I discovered the energizing effects learning has on how work gets done, and how well it’s done. Walk into a work environment … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Fun, Return on Effort, Training | Tagged , , , | 2 Comments

Ron Karr recently published a fascinating look at the leadership practices of top sales performers. Simply put, Karr says sales people should lead (and thereby sell), or get out of the way. He contends that the future in B2B sales … Continue reading

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