How to Increase Sales with Top Performer Analysis – Part 2
In part one of this series, I discussed the misnomer inherent in the term “best practices” and recommended “top performer practices” instead. I also pinpointed the reason for the bad reputation, since poorly executed best practices projects often fail to produce tangible results. In the projects I’ve run over the past 25+ years, I’ve learned […]
Continue readingHow to Increase Sales with Top Performer Analysis – Part 1
The term “best practice” is tossed around a lot. These days, it’s sometimes met with a groan or disbelief. There are many reasons for that, some valid, some not… but two of the most prominent reasons seem to be: The reaction to the misnomer inherent in the phrase “best practices.” The fact that it’s been […]
Continue readingLaunch Redux – Deja Vu All Over Again
Okay, it’s true. I’m calling a “Do Over.” I announced, in mid-November of 2012, what I’d be doing with this blog. It hasn’t happened. Ouch. I know. Shortly after the announcement, I got embroiled in the end of several-month career search, navigated multiple offers (fortunately), landed a new gig, took a vacation for the holidays, and […]
Continue readingSales Nuance – To Be Terrific Be Specific
Please Allow Me to Confuse You Edward Sapir’s and Benjamin Whorf’s hypothesis of linguistic relativity holds that the language we speak and the structure of that language affects the way in which its speakers conceptualize their world or otherwise influences their cognitive processes. According to Dictionary.com, one definition of “nuance” is “a subtle difference or […]
Continue readingTo Be Correct, Stop Trying to Be Right
This post is inspired by the debate and hubub that is ensuing around the CEB’s Challenger Sale research. I’d like to start with some personal opinions of my own, but I’d like to end with something I think is more important, so please allow me to fast-forward for a moment. […]
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