Tag Archives: craftsmanship

Research shows it takes 10,000 hours of practice done over roughly 10 years to achieve the pinnacle of performance: craftsmanship. However, research also shows it can take a lot less than that to learn the basics. Josh Kaufman, author of The … Continue reading

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In this latest interview, Joe Galvin, EVP, Miller Heiman Research Institute suggests top sales organizations will increasingly get to top performance by operating with a higher level of transparency. They’ll have a sharper, faster, read than others on how sales … 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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One of the classic ‘silver bullets’ sales managers like to fire when the pressure’s on to produce more revenue? ‘Try Harder’. Put another way, as Nike would say: ‘Just Do It’. For a lucky few, it can work. For 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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In a recent article, John Hagel of Deloitte’s Center for the Edge notes that the empowered employee is coming, it’s inevitable, and asks: is the world ready? As companies increasingly struggle to compete for leading talent, he sees savvy firms … Continue reading

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In Flat Army, Dan Pontefract outlines his take on why it’s important, today, for firms to become connected and engaged. In his view, it’s time to connect the dots between leadership, engagement, learning, technology, and collaboration as a path to … Continue reading

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In AntiFragile, Nassim Taleb explains what firms can do to lower their risks of catastrophic events, despite prevailing complexities and uncertainties. He describes such firms as the opposite of ‘fragile’ … ergo, Antifragile. They’re firms that thrive on uncertainty by … Continue reading

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