Tag Archives: John Holland

Exceptional sales performance requires exceptional buyer experiences

Posted on January 18, 2012 by John

Recently had the pleasure of gaining John Holland’s perspectives on the keys to high performing sales teams. The titles of John’s best-selling books, in many ways, nicely summarize his thinking. CustomerCentric Selling and Re-Thinking the Sales Cycle. A summary of … Continue reading →

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

Want better sales performance? It’s about time.

Posted on July 26, 2011 by John

As any sales manager or CFO can attest, improving sales performance is a tough, time-consuming, task. You implement enabling technology. You recruit great sales skills. You gain access to valuable information. Your team uses these resources and tries hard. Yet, … Continue reading →

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