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?
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?
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
Additional Resources
Downloads, Links and More
- The 5 factors that will drive post-pandemic consumer behavior
If I were a budding founder building a product in early 2021, my first consideration would be timing. What will the world look like in the next 6, 12, and 24 months? Where will my product fit in the new context? Will it? When venture capitalists decide whether or not to invest in you, timing is probably the most delicate ... read more - After a string of life setbacks, here’s how I learned to rethink happiness
The morning after Thanksgiving 2020, I woke to an article in The New York Times titled “Happiness Won’t Save You.” It chronicled the life of Philip Brickman, an expert in the psychology of happiness. Only hours later, I learned of the death of Tony Hsieh, the iconic founder of Zappos and author of Delivering Happiness. Brickman took his own life ... read more - These are the 3 skills you need to succeed in 2021
In the past ten months, the world has been turned upside down. The uncertainty brought on by COVID has left many concerned about how their own skills align with a fundamentally changed economic landscape. Top jobs at organizations positioned to grow post-pandemic have more competition than ever. It’s therefore essential that you consider investing the time and money to acquire ... read more
COPYRIGHT 2019 CONTINUOUS IMPROVEMENT & INNOVATION (CI2)