Joe Galvin, EVP, leads the Miller Heiman Research Institute. It provides research-based thought leadership to the Miller Heiman customer community on B2B sales performance. In this interview, Joe offers his perspectives on how auto-analytics enable more effective sales coaching. Joe … Continue reading

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The Miller Heiman Research Institute, led by Joe Galvin, EVP, provides research-based thought leadership to the Miller Heiman customer community on B2B sales performance. In this interview, Joe offers his perspectives on how auto-analytics improve sales performance by reducing the … 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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Bill Gates wondered: how many teachers get useful coaching? What he discovered surprised him: ‘until recently, 98% of teachers only ever got one word of feedback: satisfactory’. In a recent TED talk, Gates suggests it’s time we give teachers what … Continue reading

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Many thanks to @salesforce for posting my 12.5 Rules of B2B Sales Productivity to their blog today. It updates my original 12 Rules as cross-posted, back in April 2009, by Backbone Magazine.

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According to a recent HBR, wise executives tailor their approach to leadership to fit the complexity of the circumstances they face. They manage differently when a situation’s complicated than when it’s complex. They also use data differently. This, of course, … Continue reading

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Fascinating conversation with a sales leader several months back. They’d just turned over 1/3 of their sales team because their numbers were ‘speaking to us in strange ways’. Determined to avoid making the same mistake again, they ran some tests. … Continue reading

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