Category Archives: Curiosity

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

Posted in Change management, Craftsmanship, Curiosity, Learning, Metrics, Process, Productivity, Results | Tagged , , , , , | Leave a comment

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

Posted in Craftsmanship, Curiosity, Learning, Productivity, Return on Effort, Sales coaching | Tagged , , , , , , , | Leave a comment

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

Posted in Change management, Curiosity, Learning, Metrics, Productivity, Results, Sales coaching | Tagged , , , , , , | Leave a comment

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

Posted in Change management, Craftsmanship, Curiosity, Learning, Metrics, Productivity, Results, Return on Effort, Sales coaching | Tagged , , , , , , , , , | Leave a comment

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

Posted in Conversations, Curiosity, Learning, Productivity, Return on Effort, Sales coaching | Tagged , , , , , | 1 Comment

In a recent article, John Hagel of Deloitte’s Center for the Edge notes that the empowered employee is coming, it’s inevitable, and asks: is the world ready? As companies increasingly struggle to compete for leading talent, he sees savvy firms … Continue reading

Posted in Craftsmanship, Curiosity, Metrics, Sales coaching, Training | Tagged , , , , , | Leave a comment

In Flat Army, Dan Pontefract outlines his take on why it’s important, today, for firms to become connected and engaged. In his view, it’s time to connect the dots between leadership, engagement, learning, technology, and collaboration as a path to … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Metrics, Results, Sales coaching, Training | Tagged , , , , , | Leave a comment

Jon Vander Ark of McKinsey is the co-author of Sales Growth. As a summary of their findings, Vander Ark and his co-authors recently suggested in the Harvard Business Review that “CEOs Need to Get Serious About Sales” by: a/ cranking … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Metrics, Productivity, Return on Effort, Sales coaching | Tagged , , , , , | 2 Comments