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Sales Coaching 2.0 – Using data and analytics to address “cognitive complexity”

Definitions: Self Awareness – who are you and how you like to coach Cognitive Complexity – what to change Sales Skills – what to teach Motivation – how to teach  Self Awareness: Manager vs Rep Example1 – Rep1: “inaccurate self-assessment” (thinks they are doing great. Could do better.) Provide coaching around skills improvement. Example2 –  Rep2: … Continue reading


Five customer-centric habits that drive sales success

Is delivering a great buying experience essential for revenue? Buyers having a great experience is one factor but not the only factor to revenue success. Customers want more from a sales interaction then “a cozy chat.” How are marketing and sales interactions (the revenue team) perceived by buyers? in general, Buyers are focused on expecting … Continue reading

Social Proximity Sales

Cold Fact: “50% of social CRM initiatives will have zero ROI in 2012. Fan pages and tweets do not contribute in any meaningful way to business objectives” – Gartner Five Key Business Trends: – mobile – global – social – distributed – social media BUT, business is still all about people. Developing relationships with people … Continue reading

Using social sales to create a dynamic sales team

Key Fact: Only 3% of cold calls get a response. 60% of LinkedIn InMails from a second degree connection get a response. (The power of social selling.) Characteristics of a dynamic sales team: – Prepared and Insighful – Collaborative and Connected – Highly Productive – Quick and Mobile Dynamic sales teams can: – Reduce “friendly … Continue reading

David Mamet spends a week in Silicon Valley…

David Mamet joins a silicon valley startup and writes: Pink Martini Sunil Maulik ©2003 SCENE 1 The remnants of a dot-com startup. Desks, workstations, and office-chairs remain, but no computers are in sight. A bunch of computer-boxes are stacked in one corner. Printouts litter the floor. A whiteboard, with a large but unfinished Gantt chart, … Continue reading

Five Words of Failure

1. LUCK Although it’s true that unforeseen events can affect outcomes, it was not luck that made the difference. It was the events. Luck had nothing to do with it. Believing in luck focuses your thoughts on an imaginary construct that neither you nor anybody else can change or affect. What’s worse, luck is an … Continue reading

World Philosophers “Dream Team”; with one-liner stats!

Plato When: 427-347BC Who: father of western philosophy. Wrote the Socratic dialogs. One-Liner: “Our discussion is about no ordinary matter, but about the right way to conduct our lives” Need to know: The theory of forms. (The objective essence of something). Tome: “The Republic” Tome in one sentence: We are deluded cavemen watching shadows flickering … Continue reading

Seven Suggestions for Completing A Novel

1. Write 1200 pages in order to get to 300 finished pages. 2. Give yourself the freedom to put in content that might not make the final cut. 3. Allow things to gestate. Don’t review, critique, or publish immediately. Sit with your work and don’t give up. 4. Workshops can be damaging and competitive. Understand … Continue reading

The Three Keys to Successful Short Fiction

The Three Keys to Successful Short Fiction: Vitality Audacity Surprise Understand the difference between mystery and suspense; between drama (shock) and surprise. Delineate the difference between Story and Plot. (The former are all the events that occurred. The latter is a singular event that epitomizes the entire story.) Note that Plot and Character can have … Continue reading

Eleven Tips on the Art of Long-Form Journalism

1. Pick a scary theme: viruses, crackdowns, etc. 2. Explore the history of the topic 3. Create scenes that provide a dramatic arc 4. Tell the story through a single person’s eyes 5. Convert dry journal articles into first-person accounts by describing the authors’ back stories. 6. Conduct painstaking research. Provide end notes and references. … Continue reading