Most change initiatives don’t fail because the strategy is wrong. They fail...
Stairway to Change Heaven
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Auditing performance? Start with meetings.
We have written many times about auditing sales and operational performance....
Business performance: easy on benchmarking.
Benchmarking—comparing your performance against industry peers or internal...
Manage Your Board Like a Strategic Customer
For founders of startups and scaleups, the board can feel like another...
Sales qualification: focus on the damn phase!
From prospecting to closing, Sales qualification frameworks are essential...
Sales performance audit: leveraging Lean Management 4M’s.
In May last year, we emphasized that auditing sales performance was not just a...
Leadership: breaking free from meeting routine.
Meetings should not suck. Nor should they be a necessary evil in business....
Leadership: Power Leaders vs. Servant Leaders.
In the corporate world, power and influence are not just topics for...
B2B Sales The 11th Hour Negotiation
In a well-monitored sales cycle, pricing negotiation should rarely, if ever,...
B2B Sales: “DUNCK©” the Blocker.
In every sales journey, you’ll encounter a variety of buyer personas. Among...
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