Yearly Archives: 2013

Bill Gates wondered: how many teachers get useful coaching? What he discovered surprised him: ‘until recently, 98% of teachers only ever got one word of feedback: satisfactory’. In a recent TED talk, Gates suggests it’s time we give teachers what … Continue reading

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Many thanks to @salesforce for posting my 12.5 Rules of B2B Sales Productivity to their blog today. It updates my original 12 Rules as cross-posted, back in April 2009, by Backbone Magazine.

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According to a recent HBR, wise executives tailor their approach to leadership to fit the complexity of the circumstances they face. They manage differently when a situation’s complicated than when it’s complex. They also use data differently. This, of course, … Continue reading

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Fascinating conversation with a sales leader several months back. They’d just turned over 1/3 of their sales team because their numbers were ‘speaking to us in strange ways’. Determined to avoid making the same mistake again, they ran some tests. … Continue reading

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Perfect Practice offers 42 rules for getting better at getting better. Written by 3 educators, it offers insights on the importance of feedback in improving effective execution in the ‘flow of the work’. Many of their key findings highlight the … Continue reading

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One of the classic ‘silver bullets’ sales managers like to fire when the pressure’s on to produce more revenue? ‘Try Harder’. Put another way, as Nike would say: ‘Just Do It’. For a lucky few, it can work. For the … Continue reading

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Had a fascinating chat recently with the lead for a multi-billion dollar firm’s sales performance improvement initiatives. It’s their firm’s number one business growth strategy for 2013. His biggest challenge? Where to start. It’s tempting to offer up a recipe … Continue reading

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One of the statistical pioneers of Moneyball, Paul DePodesta, spotted ‘the tendency of everyone who played baseball to generalize wildly from their own experience. People always thought that their own experience was typical when it wasn’t.’ Might the same be … Continue reading

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