Category Archives: Change management

Top performing reps are endlessly finding ways to improve their performance. The rest? They’re ‘performance sinners’. Often unknowingly. Their 7 deadly performance sins [and some proof that it's worth repenting]: 1/ NOT TALKING WITH STRANGERS It’s hard to meet strangers, … Continue reading

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In The Small Big!, Seve Martin, Noah Goldstein, and Robert Cialdini offer recipes for making small changes that make ‘better’ happen. Their findings have implications both for how to get buyers to ‘better’ their situations [by buying into a change … Continue reading

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In Rookie Smarts, Liz Wiseman explains why people often perform at their peak whenever they’re doing something for a first time. You show up to do a job. You know you know so little, and need to know so much. … Continue reading

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Authored by Ken Rowley, CRO, innovativeinfo.com [makers + providers of amacus] In a recent post, McKinsey draws a connection between the ‘lean-manufacturing revolution’ and the belief that the same revolution is long overdue in marketing and sales. In doing so, … Continue reading

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John Hagel and his colleagues at the Deloitte Center for the Edge continue to spot important things occurring on the ‘edges’ of business transformation. In Passion At Work, they make the case that there’s a need to recruit and nurture … Continue reading

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In his new book, Hooked on Customers, Bob Thompson offers many practical pointers on what it takes to be exceptionally customer-centric, and why it matters. He shows why the best strategies are value creating, by design, for customers; and why … Continue reading

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A recent Harvard Business Review article summarizes 6 lessons businesses can learn from the greatest comeback in sports history. These lessons speak to the business value of ‘performing with speed’ by ‘learning at speed’. The takeaways for B2B sales teams: … Continue reading

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In this latest interview, Joe Galvin, EVP, Miller Heiman Research Institute suggests top sales organizations will increasingly get to top performance by operating with a higher level of transparency. They’ll have a sharper, faster, read than others on how sales … Continue reading

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