Monthly Archives: February 2011

In the elusive hunt for ways to¬†improve business-to-business (B2B) sales productivity, it’s tempting to conclude that something’s missing. As Scott Santucci noted at Forrester’s inaugural Sales Enablement Forum, in the tech sector there’s been a 9 year growth in the … Continue reading

Posted in Change management, Craftsmanship, Metrics, Productivity, Return on Effort | Tagged , , , | Leave a comment

The following is my adaptation of Allan Maki’s take on how the NHL is becoming like the NFL. The parallels between his observations in hockey with what we’re seeing in business-to-business sales strike me as too profound to ignore. The … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Metrics, Sales coaching, Training | Tagged , , , | Leave a comment