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. In every bracketed insert of [sales], I’ve simply replaced his reference to [the NHL]. The parallels between his observations in hockey with … Continue reading

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