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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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Around the Globe

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    The way that others evaluate you–your photo, résumé, tattoo, or first-date cardigan–follows the same process of placing marbles on a scale as soon as they get any information. We form impressions of people the same way we form an impression of anything: As soon as our scale of marbles starts tipping one way, we begin to develop a hunch and ... read more
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    Making the decision to change careers is a huge undertaking. Not only do you have to be willing to acquire new skills and step outside your comfort zone, but you also have to be able to sell your past experience to recruiters and hiring managers. While the majority of this “selling” happens in person during interviews, a well-crafted resume is ... read more
  • The state of black women getting funding in 2018
    Last year, Fast Company did a deep dive into the world of black women founders; the money (or lack thereof) that they raise, the challenges they circumvent, and what could be done to alleviate some of their problems. Then, Elizabeth Holmes, who raised $750 million, was found to have no viable product. Questions were asked about what that would do to ... read more
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