Yearly Archives: 2012

Musicians know it takes practice to perform at their peak. The authors of Practice Perfect stress that practice makes permanent – so you had better get it right. So, based on what we’ve been learning with our clients, here are … Continue reading

Posted in Conversations, Craftsmanship, Metrics, Process, Productivity, Return on Effort, Sales coaching | Tagged , , , , , | Leave a comment

We continue to see executive buyers prove, by their behaviors, their interest in engaging in sales conversations about the outcomes they’re after for their businesses. They’re curious to find effective ways to get outcomes that they’re after. Some salespeople, on … Continue reading

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One of the common themes in conversations we’ve been having recently with business executives is how different things are today than they were 1, 3, or 5 years ago. Many say that sales which used to come predictably, and quickly … Continue reading

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Jon Vander Ark of McKinsey is the co-author of Sales Growth. As a summary of their findings, Vander Ark and his co-authors recently suggested in the Harvard Business Review that “CEOs Need to Get Serious About Sales” by: a/ cranking … Continue reading

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

co-authored with John Holland, Co-founder, CustomerCentric Selling In a recent presentation for Corporate Visions, Scott Santucci of Forrester Research noted that  CEOs are increasingly worried that their selling systems are not adapting quickly enough to accommodate changing business strategies. In … Continue reading

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

co-written with John Holland, co-Founder, CustomerCentric Selling Some reflections on lessons we’ve been learning from our buyer-guided approach to business development. First, most folks doing business development aren’t having nearly the success day-to-day that they think they’re having. Buyers are … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Metrics, Process, Productivity, Return on Effort, Sales coaching | Tagged , , , , , , , , , | 4 Comments

There’s a commonly held view that sales is a numbers game and success depends upon how hard Reps try. Most sales organizations measure day-to-day sales performance by counting activity. How many: calls were made, meetings were conducted, proposals were issued, … Continue reading

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Savvy sales managers constantly hunt for places where a little coaching can have a big impact on sales performance. The right metrics can function like coaching radar. Savvy sales coaches are just like saavy sports coaches. They use radar-like data … Continue reading

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