My Cheat Sheets

Why is Commander's Intent So Hard to Implement in Business? This is a snippet that I am plagiarizing from the book: Repeatablility. ...

I have always been a great proponent of repeatable processes. In my previous jobs have worked at companies which have well thought out proce...

I usually take notes, but this blog entry was so good that I couldnt help but plagiarize. Thank you! Thea Easterby!! Original article: Bus...

Challengers create momentum. Their deals don't get stuck nearly as often in "no-decision land" the way typical core reps deal...

What Decision Makers Really Want? Split out decision makers from influencers and end users in order to understand what makes these two dif...

The first pillar of challenger sales model is: Teaching for differentiation. If you are going to sell "solutions" the thinking...

I am reading a very interesting book on Challenger Sales Model written by Matthew Dixon and Brent Adamson. I am going to document some quic...