Tag Archives: sales analytics

For the past couple of months, we’ve been informally surveying senior execs, sales managers, and seasoned sales reps. Seeking to better understand what they see as the greatest barriers to higher productivity in Business Development. From what we’re seeing, a … Continue reading

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In B2B sales, some conversations really do matter more than others. They provoke ‘better’. With insights that could never have occurred ‘on their own’. Such ‘conversations that matter’ are often what Steven Johnson refers to as ‘collisions of small hunches’. … Continue reading

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These days, there’s a new productivity adage in B2B sales: get to know, fast. Hire smart Reps with the curiosity to better their practices. Show them what you’ve been doing and how well it’s been working. Saddle up, and ride … Continue reading

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In B2B sales, there’s an unending curiosity to discover and replicate ‘best practices’. It’s an attempt to hit home runs in the hunt for better results. By replicating the best of others. It’s the opposite of what’s working in elite … Continue reading

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Top performing reps are endlessly finding ways to improve their performance. The rest? They’re ‘performance sinners’. Often unknowingly. Their 7 deadly performance sins [and some proof that it's worth repenting]: 1/ NOT TALKING WITH STRANGERS It’s hard to meet strangers, … Continue reading

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Authored by Ken Rowley, CRO, innovativeinfo.com [makers + providers of amacus] In a recent post, McKinsey draws a connection between the ‘lean-manufacturing revolution’ and the belief that the same revolution is long overdue in marketing and sales. In doing so, … Continue reading

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Hitting revenue growth targets is often easier said than done. Dan Weinfurter’s book, Second Stage Entrepreneurship, offers many practical tips for driving aggressive sales growth. Five of the simple practices he advocates: BE BRIEF Real brief. Have a ‘power pitch’. … Continue reading

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John Hagel and his colleagues at the Deloitte Center for the Edge continue to spot important things occurring on the ‘edges’ of business transformation. In Passion At Work, they make the case that there’s a need to recruit and nurture … Continue reading

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