World-Class Soccer Players Are Agile. So Are High-Performing Sellers
You are probably sick of sports analogies. We hear them all the time. They are old and tired. Except this one of course! I realize that Americans are crazy about football; however, the rest of the world views football as something very different. We call it soccer. Everyone else calls it football. This blog is […]
Explore moreHow Olympians Become Olympians and What This Means for Salespeople
Have you ever wondered why some people get really, really good at something while others stagnate? Is it natural athleticism, or some inherent trait that makes them better? Have you ever wondered why you have been playing golf or tennis for years and have gotten to a plateau? It is very common to find recreational […]
Explore moreThe Art and Science of Selling Blog Series: How Does Cooking Correlate with Selling?
In last week’s blog, we examined how dramatically different the data sets are for consumer versus B2B sales. We highlighted that customer data is shallow and available in large numbers and that B2B customer data is very rich and limited in number. This week’s blog examines the art and science of selling from a bit […]
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Calling Audibles – Adapting to Changing Situations
This article was originally published on the Gartner website and written by Hank Barnes, Chief of Research. For nearly every job, there is a literal or figurative playbook that guides planning and execution. In some cases, the plays are executed regardless of the situation (or the situation is highly controlled–which effectively defines the plays […]
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How to Build an Agile Sales Force
What is agility? Webster definition of agile: having a quick resourceful and adaptable character Agility is the ability to adapt individual behavior based on the situation the person is facing. Individuals who are agile read the situation, use the information they uncover to choose the best course of action, execute that action, monitor changes in […]
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