One of the responsibilities of leaders is to help their teams not only plan for the future but anticipate it. We spend a great deal […]
HBS new website and brand identity captures some of the energy and results they have delivered to 187 of the Fortune 500 in the US.
It helps to have a baseline for what is going on in the world of selling as you are considering strategy and focus. Here are our information, insights, and recommendations.
A number of my clients are in the process of interviewing candidates for large account selling. To help them find the best candidates, we go […]
In Daniel Pink’s important book, “Drive,” he convincingly shows that pay-for-performance is inversely related to complexity. Simply put, the longer and more complex a desired […]
In the past, sales managers provided oversight, facilitated requests back to corporate to ensure that orders were expedited, and generally stayed out of the way, […]
Last week I shared how sales management has changed. Today I am sharing the top three skills sales managers need to succeed in this new […]
I’ve called it–the era of selling we have been operating in is dead, but what does that mean for sales managers? If sales has changed […]
You’ve heard it over and over again as CEO—delegate, delegate, delegate! Learning how to delegate is crucial for every CEO, yet research shows that one […]
“Extinction is what happens when the shared history of what works takes us past the point where we need to adapt.” A University of California, […]
I get the privilege of speaking with thousands of CEOs about their businesses, their plans to grow and their challenges. The conversation often turns to […]
I recently had the pleasure of speaking with John Myrna about his new book The Chemistry of Strategy. We discussed what it means to have […]