Category Archives: Return on Effort

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 Rookie Smarts, Liz Wiseman explains why people often perform at their peak whenever they’re doing something for a first time. You show up to do a job. You know you know so little, and need to know so much. … 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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A South African colleague recently described to me the main difference he saw between B2B sales in South Africa vs. North America: the ‘politely impolite’ buyer in North America. In his view, buyers in North America won’t say no for … Continue reading

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