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Aug. 10, 2011

James D. Murphy published a post

Effects-Based Thinking Part III

General Management

Execution

Management

Strategic Planning

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April 15, 2011

Michael Krigsman commented on this post

Lessons from Failure

I'm thrilled to see HBR focusing on this issue. When it comes to IT projects, the topic of failure has been taboo and off the radar for too long. It's time to acknowledge that no enterprise vendor and no enterprise customer is immune to project ... more

March 7, 2011

Mark Hunter and 10 other people answered this question

Is Shorter Better?

"Short" is a relative term. The way I see it a short cycle is only good if you can still uncover the real needs and wants of the customer. Until we know for sure what those are then there is no way we can ever ... more

Feb. 7, 2011

Tamara Schenk and 7 other people answered this question

Is sales art, science or a hybrid of both; if so, which is necessary and which is optional or...?

Art and science - an interesting question! What comes first? What makes the difference between a sculpture from Michelangelo and a sculpture from a manufacturer ? In both cases a lot of skills on how to work with marble are necessary, both have to know ... more

Sales

Execution

Dec. 10, 2010

Tibor Shanto asked a question

Can you be proactive if you wait for something to initiate a sale?

Oct. 25, 2010

Tibor Shanto asked a question

What is key difference between the two groups when it comes to the 80/20 rule in sales?

Oct. 22, 2010

Tibor Shanto asked a question

Does Sales Get Enough Credit from Small Business Experts?

Oct. 22, 2010

Tibor Shanto asked a question

Does Sales Get Enough Credit from Small Business Experts?

Oct. 20, 2010

Michael LoPreste and 2 other people answered this question

How far can you - and/or - should you go?

Tibor,
I highly recommend bold methods to handling push back. Going negative has its benefits...it calls the prospect out and forces their hand. When I say negative I'm referring to putting on the table a disconnect and it's time for you to move on. Break ... more

Oct. 15, 2010

Andrew Rudin and 7 other people answered this question

How long is your Average Sales Cycle?

A good question, and a challenging one to answer. Since it's a fairly uniform question, It's valuable to understand why the question is asked in the first place. For planning and forecasting? For trend analysis? To measure productivity of individual salespeople? Understanding sales cycle time ... more

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