The New Sales Playbook for Manufacturers – 5 Moves
Last week the WSJ highlighted a fascinating study published by The Boston Consulting Group (BCG). The study claimed: Adjusted for productivity, US average labor costs by 2015 will beat Japan by 18%, Germany 34% and France 35%. It details how declining energy...New Rules for Sales Success & Implenting Them – Part 3
In this final post we review the C in the new A,B,C of selling – Clarity. Clarity in Daniel Pink’s words “is the capacity to help others see their situation in fresh and more revealing ways and to identify problems they didn’t realize they...New Rules for Sales Success & Implementing Them – Part 2
The new rules for sales success are the new ABC of Attunement, Buoyancy and Clarity. In this second post in the series I review Daniel Pink’s rules on Buoyancy. He breaks down his thoughts into: Positivity ratios, self-questioning negativity, measure rejection,...New Rules for Sales Success & Implementing Them – Part 1
When I devoured Daniel Pink’s new book, To Sell is Human, in February on vacation in Puerto Rico I tweeted that I was buying it for all my clients! Firstly because it was a great book, secondly it articulated the new rules of sales and finally it supported my...Scaling a Sales Team – Part 3 – Execution
In this final post on Scaling a Sales Team, I turn to execution tips. Driving your sales team to operate at maximum effectiveness is a one of the most difficult operational issues you will ever face as a leader. From start-ups to $50m private companies to the IBM and...Operational Excellence For Exits
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