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Pain VS Gain: How to Best Motivate Buyers to Buy

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JULY 6, 2015

Dan Seidman was recognized as the International Sales Training Leader of the Year in 2013 for his work designing and re-designing existing sales training, in order to significantly increase sales team performance. . Dan is also the author of 5 books, including the #1 business best-seller, Sales Autopsy (Kaplan, 2006).

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Reflecting on David Garvin’s Imprint on Management

Harvard Business Review

MAY 18, 2017

Kaplan’s balanced scorecard or Clayton Christensen’s disruptive innovation. Pair it with “The Hidden Traps in Decision Making” (2006), by John S. That quality made him (arguably) the quintessential HBR author. He didn’t produce one signature idea, like Robert S. Hammond, Ralph L.

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