Category Archives: Craftsmanship

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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Hitting revenue growth targets is often easier said than done. Dan Weinfurter’s book, Second Stage Entrepreneurship, offers many practical tips for driving aggressive sales growth. Five of the simple practices he advocates: BE BRIEF Real brief. Have a ‘power pitch’. … 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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Angela Lee Duckworth recently noted that one of the keys to success is ‘grit’; the determination to stick with it. Invest the hard work that it takes to eventually reap the rewards of exceptional performance. In B2B sales, ‘grit’ means … Continue reading

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Friend + colleague Anthony Iannarino notes that Reps can never produce results without activity, but what’s really key is that their activities generate positive outcomes. In my view, this requires that they see and understand how their practices are affecting … 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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Jill Konrath’s perspectives on selling with impact are always worth noting. In an on-line interview, a few years ago, she was asked: ‘what’s the one thing Reps need to do more of to be successful.’ Her answer: ‘think’. She had … Continue reading

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Research shows it takes 10,000 hours of practice done over roughly 10 years to achieve the pinnacle of performance: craftsmanship. However, research also shows it can take a lot less than that to learn the basics. Josh Kaufman, author of The … Continue reading

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