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Notes on sales culture
We share what we learn in the field as articles, LinkedIn posts and white papers.
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LinkedIn post
The science of sales: is methodology an option or the foundation of scalable growth?
Finding 'good salespeople' is not a growth strategy. Real growth depends on the company's sales muscle, independent of individuals.
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LinkedIn post
The cost of blaming sales problems on individual performance
In the same quarter, some sales managers hit target and some do not. Is the difference really about people?
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Article
A dialogue of discovery on sales methodology
The difference between habit and methodology, and how the team behaves when no one is watching.
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Article
The Being and Ethics of Culture and Strategy III: Unified Criteria
Questions for every decision: fit, ethical consistency, stakeholder fairness, timing and the ethics of measurement.
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Article
The Being and Ethics of Culture and Strategy II: Ethics
Is it ethical when strategy overrides culture and forces people to comply?
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Article
The Being and Ethics of Culture and Strategy I: Ontology
If strategy is what should be and culture is what is, which shapes the other?
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