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Using the Customer Hero Story

Oct 5,2018

Using the Customer Hero Story is one powerful way to leverage Stories as a differentiator for improved performance. I was excited about my new job and the high quality of smart people I had interviewed with at Management Science America many years ago. I had participated in a two-week on

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

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    Anyone who works is apt to struggle in one regard or another. For some, it’s a matter of dealing with a bad boss or obnoxious coworkers. For others, it’s perpetual deadlines. But the single greatest challenge workers faced last year was none other than finding a better work-life balance, according to LinkedIn. If you’ve had a hard time juggling a ... read more
  • The simplest and most useful advice I’ve ever gotten in business
    I often reflect on how lucky I am to have been taught, early on, the two most valuable words in business: just ask. As an entrepreneur who felt in over my head and unqualified to take on the roles I did (and do), asking became my magic. And it’s damn addictive. Once I started to realize that asking leads to ... read more
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