Tag Archives: Harvard Business Review

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

Posted in Change management, Curiosity, Learning, Metrics, Productivity, Results, Sales coaching | Tagged , , , , , , | Leave a comment

Jon Vander Ark of McKinsey is the co-author of Sales Growth. As a summary of their findings, Vander Ark and his co-authors recently suggested in the Harvard Business Review that “CEOs Need to Get Serious About Sales” by: a/ cranking … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Metrics, Productivity, Return on Effort, Sales coaching | Tagged , , , , , | 2 Comments

An article to be published in the July edition of the Harvard Business Review shows the value of improving productivity in customer service by improving the Return-on-Effort for customers. It shows that delighting customers doesn’t build loyalty, reducing their effort … Continue reading

Posted in Conversations, Metrics, Process, Productivity, Results, Return on Effort, Sales cycles | Tagged | 1 Comment

Productivity in business-to-business sales is increasingly driven by having engaging conversations with prospects and having more of them every day with the help of ‘smart’ tools that increase the odds. Creating conversations that engage prospects will seed future sales from … Continue reading

Posted in Conversations, Productivity, Results, Sales cycles | Tagged , , | 1 Comment