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Pain VS Gain: How to Best Motivate Buyers to Buy

The Empowered Buisness

JULY 6, 2015

I’ll give you real examples from a sales training program I recently designed for a major financial services firm. 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. .

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Motivation How To Kaplan Automotive 100
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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. When Garvin pitched the article that became “How Google Sold Its Engineers on Management” (2013), I laughed — how could anyone intelligent doubt that management matters? He didn’t produce one signature idea, like Robert S.

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Management Balanced Scorecard NPV Article 9
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