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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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    Bitwise Industries just came into some cash—$27 million to be exact. As far as we can tell, this raise is one of the largest Series A investments ever secured by a Latinx woman-led company. All by itself, a raise that size is a pretty big deal for a company, but when you pile on that the company has a female, Latinx ... read more
  • This skill makes you more employable, no matter the role
    I’ve found that one of the most interesting predictors of success is being a good writer—even if the job itself doesn’t require much writing. For this reason, I emphasize hiring good writers and encourage team members to prioritize writing skills. Almost every time I’ve broken the “hire good writers” rule, I’ve regretted it. For the past 25 years, I’ve asked ... read more
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    There are many different positive emotions: anticipatory emotions when you’re looking forward to something; momentary emotions when you achieve something wonderful; favorable emotions when you’re doing something fun. And then, there are sustained emotions that reflect an overall mood or state. But which type of emotion should you strive to feel at work? Is it better to be happy, excited, or ... read more
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