The caliber of an employer’s learning ecosystem can be the catalyst for breakthroughs in training, upskilling, reskilling and career pathing—or an impediment to it all. Absent the state of the art in thinking and software for learning on the job, organizations struggle to set goals for their people or have an effective impact on overall internal culture. So learning has always been incredibly important in the workplace, and the proliferation of work-from-home (WFH), work-from-anywhere (WFA), hybrid work, and more has only laid bare and underscored this importance. More than ever, organizations must lean heavily on their learning ecosystems—the learning management system (LMS), the content feeding it, and anything else involved. The all-important employee experience hangs in the balance. What You Need to Know About This […]Continue reading
3Sixty Insights and Sales Conservatory Announce Strategic Partnership, Enhancing the Expansion of Research to Sales and Sales Enablement
BOSTON, October 28, 2022 – 3Sixty Insights and Sales Conservatory jointly announced today the formation of a strategic partnership. Enhancing research and consulting capabilities in sales and sales enablement for 3Sixty Insights, the partnership creates additional consulting offerings around sales and sales enablement to its loyal client base. “We have long admired 3Sixty’s commitment to quality research,” said Dr. Tom Tonkin, CEO of Sales Conservatory. “We are proud to bring our sales and sales enablement expertise to their team and their clients.” The partnership empowers both organizations to offer well-researched consulting solutions to a dynamic array of industry partners and clients. From a conceptual standpoint, this newly launched Sales Readiness & Enablement practice area contends that sales force evaluation is the epicenter from which all […]Continue reading
When Is a Software Company Not a Software Company?
From the newswire: Atos shareholder calls for chairman to resign. On paper and from a certain perspective, Atos’ business focus sounds great—among many other things, they’re a Platinum SAP partner, with lots of products and services to sell, and a ton of big-name customers. But peel back a layer or two… Years ago, when DBS (Dun & Bradstreet Software, and, yes, I go back that far) started their own consulting arm, a very wise man observed to me that you can’t sell both software and services—your focus and your bottom line have to be one or the other. Sure, you can dabble across the fence for fun and profit in support of your primary business. However, get lost in what looks like all that green […]Continue reading
Research Note: DiSC Profiles Do Not Affect Sales Performance
What You Need to Know The sales profession is rife with psychometric models that profess to identify and measure various personality traits supposedly advantageous to success in sales. Many of the most popular fall short of their claims. This research note delves deeply into two experiments testing fundamental hypotheses implicit in DiSC, one such personality test. What Is DiSC? In case you are unfamiliar with the DiSC assessment tool, here is a brief description: “DiSC is a personal assessment tool used by more than one million people every year to help improve teamwork, communication, and productivity in the workplace.” The DiSC acronym stands for: Dominance, Influence, Steadiness, Compliance. Disproving the Utility of DiSC Regarding sales skills, DiSC purports to aid sales professionals by helping them […]Continue reading
The Bo & Luke Show Guest Podcast: How To Get 3X More Sales in 2022 with Tom Tonkin
About the Episode: In his 25 years of business and technology experience, Tom has served as an executive in both Professional Services and Software Sales. He currently holds the position Senior Principal at Change Management & Transformation where he provides thought leadership for companies on how to improve their sales processes while also serving as CEO/Co-Founder at The Sales Conservatory (TSC), which helps leaders increase revenue through sales enablement efforts like efficient or effective strategies; all this is done with a focus towards helping clients become more mindful about changing landscape changes that will soon come upon them due not only economic turmoil but population aging too! Listen to the full The Bo & Luke Show™ Podcast here: #101 – S4E11 – How To Get […]Continue reading
For Insight Into Why a Company Might Be Failing, Look Beyond the Numbers
It never ceases to amaze me that when a business begins to fail, its leaders inevitably turn to the numbers. Don’t get me wrong: Numbers are certainly important. But focus too much on them, and you’ll be doomed to follow in the footsteps of the likes of Sears and other giants of yesteryear. It’s no secret that the recent pandemic and its lingering economic impacts have left their collective imprints on people and businesses far and wide. Unfortunately, the repercussions for some businesses have been incredibly detrimental, and many are grappling with a suddenly uncertain future. Now that the pandemic’s upheaval has stabilized, one would think these businesses should see a financial turnaround, and yet they continue to struggle. If it’s not the global pandemic, then […]Continue reading
Why Use Analytics to Manage Your Sales Process?
Ask John Boyd. It was the early 50s, in the midst of the Korean War, John “40 second Boyd” arrived on the scene as an F-86 pilot. John Boyd was given this nickname because he was able to defeat any opposing pilot in an aerial dogfight in less than 40 seconds. At face value, one would attribute his success to excellent piloting skills. However, his favorite fighter jet was the F-16. In layman’s terms, the F-16 is a modest machine compared to other fighter jets such as the F-15. Specifically comparing it to the F-15, the F-16 lagged. You would think that John Boyd would be more successful utilizing a giant, faster fighter jet. This was not the case. The F-16 had a few intangibles […]Continue reading