In his book, “When Breath Becomes Air” neurosurgeon Paul Kalanithi discusses an informal diagnostic practice he developed with a fellow surgeon in the stress of the trauma room. They would use the size of a state’s population to summarize the severity of a head injury. For example, one patient may be a “Wyoming” and another…

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Coaching is a hot topic at the moment, particularly coaching salespeople. It’s one of the many levers that leadership can pull to improve performance and influence revenue. And, it works. According to CSO Insights, organizations with a formal or dynamic sales coaching approach see win rates improve by more than 27 percent and rep quota…

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