Transform vs. Tweak

By Warren Shiver

We’ve found recently that many sales training companies use the word “transformation” when they’re really only talking about tweaking the existing organization mostly through training, not holistic transformation. Depending on your case for change and the gap between your capabilities and desired results, rolling out sales training or a new tool might be the perfect solution.

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Compete on execution, not ideas

By Michael Perla

 The title of this post is from the best-selling author Jim Champy, who I heard speak at the Consulting Magazine conference last Thursday in New York City. Jim is a great storyteller and thinker – see our Top Performer piece to get a feel for his genius.

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Did you bring any knowledge or insight to the sales call?

By Warren Shiver

The SEC’s Challenger Sales research has generated a lot of discussion and in conversations w/ some colleagues and ex-colleagues in the sales effectiveness space the past couple of weeks, we have discussed how to build this type of skill across his team in a sustainable way, not just run another training event.

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