Posts filed under: Leadership & Management

A problem artificially hindering sales among B2B sales teams is measuring and rewarding the wrong thing — closed sales. It sounds right — pressure the team to sell more. But riding your team to close more business is like yelling...
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I see a fair amount of business plans – it’s an occupational hazard. And over the years I’ve been asked by a few angel investors to assist vetting companies seeking financing. Not long ago I sat with a company to...
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Years ago I worked for an organization with an informal motto of Failure is not an acceptable outcome.  It was liberating. When you remove failure as an outcome, interesting things happen — creativity increases and lack of success only motivates...
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Once you understand fundamentals and the theory and principles that drive them, you can accomplish most anything. The fundamentals are what you fall back on to reason through a situation, position a response or ask a question. All are critical...
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There was a time when being a Jack of All Trades, Master of None seemed like a great idea.  The thought was to offer something to everyone.  Sure, you couldn’t really do it all yourself, but you could partner.  Companies...
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