Posts Tagged ‘Change Management’
The Secret to Change Management
Change is hard no matter who you are or what company you’ve worked at but nobody knows that better than Mike Katz EVP of Sales at T-Mobile for Business. Mike has been with the organization 20 years and he’s seen bad times and good times but through it all Mike and team have learned some…
Read More5 Principles for Becoming a Leader of Change in Your Sales Organization
More than ever, sales organizations need to find ways to keep up with accelerating technological change, hyper-informed customers, and intensifying B2B competition. To provide context, consider these stats: 74% of B2B buyers conduct more than half of their research online before speaking with a salesperson (Forrester) 75% of B2B buyers use social media to research vendors (IDC)…
Read More5 Often-Overlooked Steps to Building an Effective Inside Sales Team
Inside sales is kind of like the Shawn Bradley of the sales industry: It shot up so fast! In fact, it’s growing 300% faster than outside sales, which is bound to create some challenges. I often find myself meeting with high-ranking sales executives at big companies who pull me into side rooms looking worried and…
Read More5 Essential Change Management Principles
Despite how common the practice has become, many organizations continue to struggle with change management. That’s because too many smart people mistakenly believe they can design their way into change. This misplaced ambition isn’t surprising. Smart people have a winning mentality. They’ve had great historical success, come from great schools, and have enjoyed rocket ship…
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