Category Archives: Conversations

For the past couple of months, we’ve been informally surveying senior execs, sales managers, and seasoned sales reps. Seeking to better understand what they see as the greatest barriers to higher productivity in Business Development. From what we’re seeing, a … Continue reading

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In B2B sales, some conversations really do matter more than others. They provoke ‘better’. With insights that could never have occurred ‘on their own’. Such ‘conversations that matter’ are often what Steven Johnson refers to as ‘collisions of small hunches’. … Continue reading

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These days, there’s a new productivity adage in B2B sales: get to know, fast. Hire smart Reps with the curiosity to better their practices. Show them what you’ve been doing and how well it’s been working. Saddle up, and ride … Continue reading

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In a recent post, Brad Feld, the Managing Director at the Foundry Group, explained why he writes things down. To be helpful. And to learn. Which helps him be even more helpful. Some of his key points: “I think stories … Continue reading

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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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Brian Grazer is an award-winning film producer and author of A Curious Mind. In this excerpt from a recent interview, Grazer notes his 3 keys to having perspective-yielding, value-creating, conversations with folks he’s keen to meet: 1. Ask for the … Continue reading

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Effective B2B sales people constantly uncover buyers’ stories of business challenges that need conquering. There’s much that B2B sales people can learn from journalists and other storytellers on how to do so thru conversations. Malcolm Gladwell is a journalist and … Continue reading

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In B2B Business Development, good 1st conversations with buyers are the key to having more ‘next conversations’. It’s easy to say, but can be hard to do. Here’s why, and some things you can do about it. It’s often a … Continue reading

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