Category Archives: Results

For the past couple of months, we’ve been informally surveying senior execs, sales managers, and seasoned sales reps. Seeking to better understand what they see as the greatest barriers to higher productivity in Business Development. From what we’re seeing, a … Continue reading

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In B2B sales, some conversations really do matter more than others. They provoke ‘better’. With insights that could never have occurred ‘on their own’. Such ‘conversations that matter’ are often what Steven Johnson refers to as ‘collisions of small hunches’. … Continue reading

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These days, there’s a new productivity adage in B2B sales: get to know, fast. Hire smart Reps with the curiosity to better their practices. Show them what you’ve been doing and how well it’s been working. Saddle up, and ride … Continue reading

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In a recent post, Brad Feld, the Managing Director at the Foundry Group, explained why he writes things down. To be helpful. And to learn. Which helps him be even more helpful. Some of his key points: “I think stories … Continue reading

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In B2B sales, there’s an unending curiosity to discover and replicate ‘best practices’. It’s an attempt to hit home runs in the hunt for better results. By replicating the best of others. It’s the opposite of what’s working in elite … Continue reading

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Top performing reps are endlessly finding ways to improve their performance. The rest? They’re ‘performance sinners’. Often unknowingly. Their 7 deadly performance sins [and some proof that it's worth repenting]: 1/ NOT TALKING WITH STRANGERS It’s hard to meet strangers, … 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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