Performance Incentives – Risks of being counter productive
Daniel Pink gave a brilliant talk on TED about the mismatch between “what science knows and what business does”. A related post on his blog claims that “Money cant buy you performance”.
Posts in Category ‘B2B Sales Process’
I have been studying the sales process of many B2B companies – primarily engineering and technology enterprises. Inevitably, I ended up trying to fit it into some sort of process. I am an avid follower of some of the radical thinkers of sales process engineering.
Lead Qualification – Resolving the conflict between sales and marketing
Product designers learned years ago that they’d save time and money if they consulted with their colleagues in manufacturing rather than just throwing new designs over the wall. The two functions realized it wasn’t enough to just coexist—not when they … Read more →