Category Archives: Curiosity

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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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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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

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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

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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

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co-written with John Holland, co-Founder, CustomerCentric Selling Some reflections on lessons we’ve been learning from our buyer-guided approach to business development. First, most folks doing business development aren’t having nearly the success day-to-day that they think they’re having. Buyers are … Continue reading

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There’s a commonly held view that sales is a numbers game and success depends upon how hard Reps try. Most sales organizations measure day-to-day sales performance by counting activity. How many: calls were made, meetings were conducted, proposals were issued, … 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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