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Value of Customer References
Buyers know how hard it is to produce the results they’re after. That’s why they’re always interested in talking with folks who are succeeding where they, themselves, are struggling. There’s an...
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What’s In It For Me?
It’s great fun to excel at work you enjoy. It’s a grind when it’s a struggle to excel. The more complex the job, the harder it can be to avoid the struggle and have the fun. Business Development is a...
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Bettering.
Moneyball-like results require understanding the keys to performance in a fresh light. They’re achieved by getting better, quickly, at all the little things that affect performance. By seeing more...
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Succeeding Beyond the Odds
As reported yesterday by the BBC, sophisticated sensors now transmit reams of data on athletic performance as the game’s going on. It’s helping some pro sports teams succeed beyond the odds. The...
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Better.
There’s no doubt that better sales messaging can improve Bus Dev results. As can better targeting. As can more disciplined, persistent, timely execution. The challenge is often in figuring out where...
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What’s inhibiting your B2B Bus Dev results?
Do you really know? Successful Business Development depends on lots of little things coming together. It can be hard to get a clean read on why you’re getting the results you’re now getting. It can be...
View ArticleDiscovering.
Improving at anything is easiest when we’re aware of where we’re starting from. When it’s not clear how things are going, tons of time gets taken up by coming to a shared agreement on what today’s...
View ArticleThe Better We
General Stanley McChrystal [US Army, retired] commanded forces in Iraq in 2003 that beat back al-Qaeda. From lessons learned on the battlefield, he outlines [in his book 'Team of Teams'] why leaders...
View ArticleNine Factors That Shape Your Bus Dev Productivity
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...
View ArticleWhy Conversations That Matter Really Matter in B2B Sales
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...
View ArticleThe Value [to B2B Sales Productivity] of Getting to Know, Fast
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...
View ArticleLessons [for B2B sales] from a VC on the importance of writing
In a recent post, Brad Feld, the Managing Director at the Foundry Group, explained why he writes things down. To be helpful. And to learn. Which helps him be even more helpful. Some of his key points:...
View ArticleNoone Ever Won a Horse Race by Yelling ‘Woah’
So said one CEO in an investor briefing last week. It’s an impatient mindset for ‘better’. Such impatience for better creates a culture of performance. Fostered by ‘learning at speed’. It’s a shift...
View ArticleIn B2B Sales, Better Practices are About to Trump Best Practices
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...
View Article7 Deadly Sins in B2B Sales Productivity
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...
View ArticleBrian Grazer’s 3 Keys to Having More Value-Creating Conversations
Brian Grazer is an award-winning film producer and author of A Curious Mind. In this excerpt from a recent interview, Grazer notes his 3 keys to having perspective-yielding, value-creating,...
View Article6 Keys to Conquering B2B Sales Uncertainties with Rookie Smarts
As the pace of change at work quickens, it gets harder and harder to execute with impact. Experience becomes a curse. It traps us in old ways of working. Pressures abound. Exhaustion prevails. In her...
View ArticleMalcolm Gladwell’s 8 Keys to Having High-Value Conversations
Effective B2B sales people constantly uncover buyers’ stories of business challenges that need conquering. There’s much that B2B sales people can learn from journalists and other storytellers on how to...
View ArticleSmall Changes That Spark ‘Better’
In The Small Big!, Seve Martin, Noah Goldstein, and Robert Cialdini offer recipes for making small changes that make ‘better’ happen. Their findings have implications both for how to get buyers to...
View ArticleWhy Learning Beats Knowing in B2B Sales Productivity
In Rookie Smarts, Liz Wiseman explains why people often perform at their peak whenever they’re doing something for a first time. You show up to do a job. You know you know so little, and need to know...
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