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Your best salespeople possess vast knowledge about how to connect with and motivate people - and perhaps take the company to the next level. But they rarely get to share their knowledge with senior managers. As a practitioner and student of business-to-business selling for more than half a century, Clif Reichard has learned to translate sales knowledge into leadership knowledge. This post is one in an occasional series.

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management leadership salespeople sales connect motivation

In Sense-making with PKM I described some personal knowledge management processes using various web tools. The overall process consists of four internal actions (Sort, Categorize, Retrieve, Make Explicit) and three externally focused ones (Connect, Contribute, Exchange). Personal knowledge management is one way of addressing the issue of TMI (too much information).

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personalknowledgemanagement connect contribute exchange km

«Apprendre est une activité individuelle qui souvent se réalise et qui est appuyée par d’autres. On peut apprendre seul, mais pas par soi-même. À moins de vivre sur une île déserte, nous apprenons socialement.»

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contribute exchange learning connect knowledge personalknowledgemanagement

These are to Connect, Exchange and Contribute. These internal and external activities are a way of moving from implicit to explicit knowledge by observing, reflecting and then putting tentative thoughts out to our “community”.

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personalknowledgemanagement knowledgemanagement connect exchange contribute implicit explicit knowledge