Yearly Archives: 2011

As 2011 draws to a close, time to reflect back on the over 6000 words I shared thru 18 blog posts this past year. They were, in the end, a window into the work of our clients. With a big … Continue reading

Posted in Change management, Craftsmanship, Metrics, Productivity, Results, Return on Effort, Sales coaching | Tagged , , , , , , , | 2 Comments

We’re extremely proud to announce that amacus has been awarded the Gold Medal in the 2011 Top Sales and Marketing Award in the category of ‘Top Selling Solution’. We’re particularly flattered to have done so in a competition with 11 … Continue reading

Posted in Change management, Industry, Metrics, Process, Productivity, Return on Effort, Sales coaching | Tagged | Leave a comment

Twyla Tharp is an award winning choreographer whose ideas on creative habits provide, in my view, a wonderful blueprint for how B2B salespeople can find their groove and perform at their peak. In this recent interview, Tharp discusses how she … Continue reading

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Attended the Sales & Marketing 2.0 Conference earlier this week. It was time well spent. Four themes emerged: ONE: BUYERS NEED HELP + SAAVY FIRMS ARE RESPONDING Buyers are looking for sellers that can create more value, faster. At the … Continue reading

Posted in Change management, Craftsmanship, Metrics, New hires, Process, Productivity, Results, Return on Effort, Sales coaching, Sales cycles, Training | Tagged , , , | Leave a comment

It’s impressive to meet sales leaders with the confidence that they’ve locked into highly repeatable best practices with their sales teams. What we’re seeing with our clients is a vastly different picture. When viewed thru the lens of how much … Continue reading

Posted in Change management, Craftsmanship, Metrics, Productivity, Results, Return on Effort, Sales coaching | Tagged , | 1 Comment

My friend Ardath Albee regularly offers sharp perspectives on the effective use of content in sales and marketing via her Marketing Interactions blog. She recently asked a brilliant question: ‘what does a click really mean?’ She and I recently had … Continue reading

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As any sales manager or CFO can attest, improving sales performance is a tough, time-consuming, task. You implement enabling technology. You recruit great sales skills. You gain access to valuable information. Your team uses these resources and tries hard. Yet, … Continue reading

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Recently had the pleasure of comparing notes with Lisa Nirell, founder of EnergizeGrowth, and a blogger with FastCompany. Following are excerpts from our conversation. +++++++++++++++++++++++++++++++++++++++++ J : Lisa, in a nutshell, what are saavy firms doing to energize their sales … Continue reading

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