Tag Archives: B2B

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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In recent months, I’ve written guest posts elsewhere on what savvy firms are doing to out-perform expectations. Here’s a summary, from successes being observed: PERFORMANCE ANALYTICS MATTER Pro sports teams are increasingly using performance analytics to find ways to succeed, … Continue reading

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A recent Harvard Business Review article summarizes 6 lessons businesses can learn from the greatest comeback in sports history. These lessons speak to the business value of ‘performing with speed’ by ‘learning at speed’. The takeaways for B2B sales teams: … Continue reading

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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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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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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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