Great. In B2B Sales, You’re Winning More Conversations. Now What?
In B2B Business Development, good 1st conversations with buyers are the key to having more ‘next conversations’. It’s easy to say, but can be hard to do. Here’s why, and some things you can do about...
View ArticleB2B Salespeople Deserve Better
Bill Gates wondered: how many teachers get useful coaching? What he discovered surprised him: ‘until recently, 98% of teachers only ever got one word of feedback: satisfactory’. In a recent TED talk,...
View ArticleSales Productivity Requires Nurturing the Practical Wisdom of Sales People
In a recent TED talk, Barry Schwartz talks of the need for more practical wisdom in the ways work gets done. Many of his points resonated with me in terms of issues we’ve been discussing with clients...
View ArticleSales Productivity Is Ignited When Learning is Personalized
In a recent TED talk, Sir Ken Robinson contends that too many people endure what they do and too few love what they do. Yet, when people love what they do, they excel + it’s simply not true of enough …...
View ArticleImagine Sales Reps Gaining a 6th Sense + Becoming More Productive
Information can have a dramatic effect on the choices people make. It’s especially true when its relevance is apparent, and it’s available without interrupting user behavior. When this happens, users...
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