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Don’t Go Into the Woods! Horror Stories from the Sales Field

Image of the author, David Yesford, Sr. Vice President, Global Marketing and Support By David Yesford, Sr. Vice President, Global Marketing and Support (03/21/2014)

It is a damp night, fog rolling in. A wolf howls as eerie music plays in the background. A woman appears, blood on her hands. Alone and scared, she stumbles out of the house and down creaky stairs, looking out across a wide yard. At the edge of the yard is a dark entrance to the woods. The woman looks around, then heads slowly toward the woods.

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Harvard PON -  Top 10 Negotiation Failures

Image of the author, Michael Leimbach, Ph.D. and Anthony Pacifico By Michael Leimbach, Ph.D. and Anthony Pacifico (01/31/2014)


Harvard Law School’s Harvard Program on Negotiation recently came out with their list of Top 10 Negotiation Failures for 2013.

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Choreographing the Dance – Planning moves in a competitive environment

Image of the author, David Yesford, Sr. Vice President, Global Marketing and Support By David Yesford, Sr. Vice President, Global Marketing and Support (10/25/2013)

Several months ago, I found myself in a dance hall in the middle of Moscow. It was Tango Night! I could see that it was a very structured, disciplined dance. With limited tango skills, I was able to watch and enjoy the wonder of a dance floor moving in front of me, everyone reacting to everyone else as the music played.

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The fundamental Currency of Engagement: How Energy is being used not time spent

Image of the author, Tom Roth By Tom Roth (10/09/2013)

Recent research has indicated that a large majority of managers understand the importance of employee engagement to achieving business results. Yet, further research over the last few years shows that the number of employees who report being fully engaged is decreasing to dangerously low levels. Why is this?

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Hot Pursuit of a Win Can Backfire

Image of the author, David Yesford, Sr. Vice President, Global Marketing and Support By David Yesford, Sr. Vice President, Global Marketing and Support (09/25/2013)

Salespeople love to win, but hate to lose. And sales management applauds this drive, and wants to help salespeople win, but win the right business. The key is, the hot pursuit of a win can backfire if salespeople are going after deals that aren’t profitable.

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During Growth Mode, Don’t Neglect Your High Performers

Image of the author, Carl Eidson, PhD By Carl Eidson, PhD (07/31/2013)

As organizations begin to hire and onboard new talent, it is easy for managers to make the mistake of spending all their time bringing new hires up to speed and redirecting those who are off track. This is a classic mistake that often leads to neglect of those high performers who appear on the surface to be highly engaged and self-motivated. The problem lies in the energy continuum where, at one end, those with low engagement underperform and “rust out” as they wait and see what is expected. At the other end of the energy continuum are the highly motived team members who work so hard they are at risk for burnout, yet no one is checking in on them – or worse, managers are delegating even more to them without engaging them.

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Are your sales managers adding value?

Image of the author, Michael Leimbach, PhD By Michael Leimbach, PhD (04/25/2013)

Multiple studies have shown that effective sales management has a significant impact on sales results. Yet despite this, most organizations still find their sales managers among the ranks of top sales performers and promote them to a leadership role without training them on how to add value to sales performance.

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The Fast Track to Building Real Trust

Image of the author, Shane Wilson, Wilson Learning Australia By Shane Wilson, Wilson Learning Australia (03/27/2013)

When I first started out, I was surprised when one of my customers representing a highly successful sales organisation called me and said, “We’re going back to basics.”

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