Archive for January, 2011
Continuous Improvement and The Science of Sales Productivity
Posted by Don F Perkins in B2B Sales, Behavioral Change, Sales Productivity on January 26, 2011
We all want to be on the side that’s winning, don’t we? Especially in business. The difficulty is that all major business improvements require change and learning. The ones who are successful at this are focusing less and less on the shiny new object and more on learning new ways to solve problems, integrating what [...]
Who Owns Your Brand? Join the Conversation
Posted by Don F Perkins in Business Strategy, Small and Medium Business, Social Media on January 22, 2011
Vanessa DiMauro and Don Bulmer of Leader Networks are in the middle of conducting a 2 year study on The New Symbiosis of Professional Networks. Not surprisingly, they are finding that the adoption of online communities has changed the way we do business. To quote Vanessa: “Online communities are becoming new ecosystems for business that [...]
Change the Way You Think About Change
Posted by Don F Perkins in Business Strategy on January 19, 2011
He Shoots! He Scores! It was JV Basketball tryouts during my freshman year at Farmington High. We split into two teams and played a scrimmage so the coaches could get a feel for each player’s strengths and weaknesses. At the end of the first quarter my team was down 4 points and sweating like a [...]
Dear Sales Manager: Having the Right Information Does Not Always Solve the Problem
Posted by Don F Perkins in Sales Productivity, Unlearning on January 13, 2011
Recently, in his Sales Blog “The Pipeline” Tibor Shanto said: “sales people know what they have to do, they just don’t do it. You can train them, but you can’t make them do it. There are many great plans gathering dust on shelves, but the winning plans are the ones actually executed, everything else is [...]
Social Media Strategy: A Tale of Two Teachers
Posted by Don F Perkins in Social Media on January 6, 2011
This is a tale of two teachers; One good, and one bad. The Grumpy Leafpeeper We were sitting in line behind twenty other cars, waiting to turn onto the scenic Kancamaugus Highway. It was fall and the foliage was at it’s peak. It was glorious to behold. Meanwhile, other cars were racing by on the right, [...]
@%$#^&* process. I just want to get out there and sell already!
Posted by Don F Perkins in B2B Sales, Behavioral Change, Sales Productivity on January 3, 2011
One of my favorite hobbies as a kid was assembling model cars. Highly recommend for anyone who has a child interested in cars (or airplanes, or ships) because it’s a great way to learn about their interest. It’s also a great way to learn how to get things done in business. Here’s why: I remember [...]
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