Tag Archives: B2B

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

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

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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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 , , , , , | 2 Comments

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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Perfect Practice offers 42 rules for getting better at getting better. Written by 3 educators, it offers insights on the importance of feedback in improving effective execution in the ‘flow of the work’. Many of their key findings highlight the … Continue reading

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Had a fascinating chat recently with the lead for a multi-billion dollar firm’s sales performance improvement initiatives. It’s their firm’s number one business growth strategy for 2013. His biggest challenge? Where to start. It’s tempting to offer up a recipe … Continue reading

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Some of the most compelling pieces being used in B2B sales these days are visuals. Ones that help buyers and sellers come to agreement on what a buyer’s situation looks like and what might be done to improve it are … Continue reading

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