I was speaking to a friend the other day. He's VP of Sales Enablement for a … [Read more...]
Tag: Learning
It's Never "Just A Matter Of Training."
"Everyone Has A Plan Until They Get Punched In The Face" Posted on March, 2014
I love this quote from Mike Tyson. Most sales people I speak with claim they … [Read more...]
You're Fired!! Posted on February, 2014
Matt Heinz wrote a terrific piece, How To Fire Someone With Dignity, Grace, And … [Read more...]
Stop Wasting Your Time On Social Selling! Posted on February, 2014
Recently, someone wrote me saying: "I have absolutely no idea how you have … [Read more...]
Reclaiming The Performance Planning Process Posted on January, 2014
I recently wrote a post: Poor Performers Probably Don't Know. It kicked off a … [Read more...]
Poor Performers Probably Don't Know Posted on January, 2014
Addressing performance issues is always tough. Many managers are uncomfortable … [Read more...]
Keeping Score Posted on January, 2014
I've been having a number of conversations that, to be honest, have surprised me … [Read more...]
Putting Ideas Into Practice! Posted on December, 2013
It's that time of year. For many organizations, it's the finish of the old year … [Read more...]
Win/Loss Reviews Posted on December, 2013
Win/Loss reviews are critical to continuous improvement. Do you conduct … [Read more...]
This Is How I Work (Series) Posted on December, 2013
Charlie Green asked me to follow his and Anthony Iannarino's posts on the same … [Read more...]
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