Category Archives: Conversations

A South African colleague recently described to me the main difference he saw between B2B sales in South Africa vs. North America: the ‘politely impolite’ buyer in North America. In his view, buyers in North America won’t say no for … Continue reading

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At the Dachis Group’s Social Business Summit in March 2013, John Hagel explained the emerging potential to improve business performance by making the invisible visible with analytics. His perspectives underscore the potential for analytics in B2B sales to drive improved … Continue reading

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In B2B sales, conversations with buyers are the key to cash. A Rep’s productivity is often determined by the buyer value being created in sales conversations. Creating buyer value requires a deep understanding of a buyer’s situation. Effective listening improves … Continue reading

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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

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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

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At the AA-ISP Leadership Summit, forward-thinking sales leaders compared notes on what best-in-class inside sales teams are doing to improve their performance. Industry leaders briefed attendees on the results of their initiatives + reflections on industry trends.  Attending vendors shared … Continue reading

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Really looking forward to re-connecting with the thoughtful leaders who will be attending this year’s Sirius Decisions’ Summit and/or the AA-ISP Leadership Conference. It’s a rare back-to-back opportunity to discover what thoughtful business leaders are doing to tease higher revenues … Continue reading

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A fascinating conversation this week on Focus.com suggests that inbound marketing is now letting firms sit back, waiting for buying signals that warrant a call. Valued colleagues such as Trish Bertuzzi suggest it’s made it easier than ever to get prospects … Continue reading

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