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4 Rules For Being Antifragile in B2B Sales Performance
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...
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Let’s see: how are B2B sales made?
Some of the most compelling pieces being used in B2B sales these days are visuals. Ones that help buyers and sellers come to agreement on what a buyer’s situation looks like and what might be done to...
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4 Keys to Choosing Wisely Your Paths to Improved Sales Performance
With complex problems, like uncertain revenue results from a sales team, choosing the most effective path to better performance can be really hard. Proving, afterwards, that you chose wisely can be...
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It’s Hard to Fix [Sales Execution] Mistakes You Can’t See
The life of a sales person can sometimes seem like that of a juggler in a circus. Always many balls in the air. The best trained Reps are the ones who can simultaneously juggle more balls than their...
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5 Things You Can Do to Solve Tough [Sales Execution] Performance Problems
When poor sales performance persists, and everything you’ve tried hasn’t worked, it’s tempting to sit back and say ‘that’s just the way it is’. It’s probably the #1 reason sales performance problems DO...
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4 Keys to Creating a Flat Army [of Front-Line Folks in Sales Execution]
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,...
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3 Keys to Empowering Employees [and why it matters]
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...
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The Science of Succeeding Predictably in B2B Sales [Lessons from Moneyball]
One of the statistical pioneers of Moneyball, Paul DePodesta, spotted ‘the tendency of everyone who played baseball to generalize wildly from their own experience. People always thought that their own...
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The 8 Ingredients of a Tasty B2B Sales Productivity Bouillabaisse
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...
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Sorry, ‘Just Do It’ won’t ‘do it’ when it comes to sales performance
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...
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How Practice, Done Right, Can Perfect Practices in B2B Sales
Perfect Practice offers 42 rules for getting better at getting better. Written by 3 educators, it offers insights on the importance of feedback in improving effective execution in the ‘flow of the...
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7 Ways Top Performing Sales Reps Resemble Those Who Play Team Sports
Fascinating conversation with a sales leader several months back. They’d just turned over 1/3 of their sales team because their numbers were ‘speaking to us in strange ways’. Determined to avoid making...
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Is b2b sales productivity complicated? Or complex?
According to a recent HBR, wise executives tailor their approach to leadership to fit the complexity of the circumstances they face. They manage differently when a situation’s complicated than when...
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12.5 Rules of B2B Sales Productivity
Many thanks to @salesforce for posting my 12.5 Rules of B2B Sales Productivity to their blog today. It updates my original 12 Rules as cross-posted, back in April 2009, by Backbone Magazine.
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B2B 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,...
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11 Rules for Creating Buyer Value by Just Listening [a core skill in B2B...
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...
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In B2B Sales, Making the Invisible Visible Makes Seemingly Impossible...
At the Dachis Group’s Social Business Summit in March 2013, John Hagel explained the emerging potential to improve business performance by making the invisible visible with analytics. His perspectives...
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The Value of Auto-Analytics in Improving B2B Sales Productivity
The Miller Heiman Research Institute, led by Joe Galvin, EVP, provides research-based thought leadership to the Miller Heiman customer community on B2B sales performance. In this interview, Joe offers...
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The Coaching Value of Auto-Analytics on B2B Sales Productivity
Joe Galvin, EVP, leads the Miller Heiman Research Institute. It provides research-based thought leadership to the Miller Heiman customer community on B2B sales performance. In this interview, Joe...
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The Transparent Need for Auto-Analytics on B2B Sales Productivity
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....
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