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Win Rates in a Complex B2B World: Are You Measuring and Using Them Effectively?

Jul 17,2018

People in sales understand win rates. While most claim they measure and use them to drive execution improvements, this is not what we observe. Win rates are the number of times you win deals that you have competed in. In a complex B2B sales world, these wins lead to revenue,

Miscommunication and Misalignment are Rampant Today! What Role are you Playing?

May 10,2018

Let me start with a Story of one of our key clients. XYZ is a fast-growing technology company, having problems between product development and product marketing. Product development certainly had a big job for their stable applications that were the backbone of the business. They were also quickly transitioning to

Not Understanding Your Customer Can Hurt You

Mar 6,2018

Connecting with and understanding customers’ business problems and personal implications is more important today than ever. But in this fast-paced world, bombardment of digital messages, priorities shifting on a dime and never enough time, it’s not easy. However, when you don’t fully understand your customer, you are at great risk.

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  • Do job training programs work? Wrong question
    This story reflects the views of this author, but not necessarily the editorial position of Fast Company. I’ve been studying job training programs for decades–ranging from efforts led by community groups to those housed within community colleges–all designed to equip people who don’t have formal degrees with marketable skills to thrive in the modern workplace. In the process, I’ve conducted ... read more
  • These red flags will make hiring managers question you
    While one can never predict the outcome of an interview, there are some surefire ways to shoot yourself in the foot and earn yourself a rejection. These five behaviors will send off red flags to hiring managers and likely prevent you from landing your dream job! 1. Not providing concrete answers to interview questions Hiring managers and recruiters will often ... read more
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    Eva (not her real name) and I left sticky notes on each other’s work stations. “Meet me at the wine bar.” It was as if we’d intuited the well-established Gallup finding that, basically, everything is better when you have a best friend at work. Only, our instinct was to cordon off our friendship from the daily machinations of the office. ... read more
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