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Articles tagged with: behavior change

Managing a Sales Team
Thursday, 15 Apr, 2010
Managing a Sales Team

What’s the difference between managing a sales team, and closing a prospect? No, it’s not a trick question. I believe they are similar.
When we assume that we perceive a buyer’s problem (from our unique – biased – vantage point, of course), and believe we have the solution, we move forward attempting to influence them around choosing to […]

Changing Behaviors With Attainment
Wednesday, 29 Jul, 2009
Changing Behaviors With Attainment

How do you ensure your staff change behaviors – and keep the change?
Tery Tenant, a colleague in the change management and leadership industry, is a committed change agent. He teaches, writes about, communicates about, being a Servant Leader – a term I’ve been using for myself for over 20 years so I’ve got a bit […]