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
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- How to manage email so that it doesn’t control you
Ping! “Oh, maybe this is the email I’ve been waiting for. Let me check. Shoot, that’s not it. Hmm, but this invite looks interesting.” Ping! “Oh maybe this . . . Darn it.” Ping! “I should probably turn off my phone in this meeting . . . but let me check first.” Silence. “Hmm, haven’t heard a ping for a ... read more - Why team-building exercises are useless (and what you should do instead)
Someone we know recently told us about a team-building event that proved anything but. The chief executive who arranged it loved mountain biking. So he chose a venue to share his passion with his team. On the day, he shot around the track. Others with less experience took up to three hours longer. He settled in at the bar with ... read more - What companies should do with the office mansplainer
In 2008, author Rebecca Solnit’s now famous essay, Men Explain Things to Me, set off a firestorm. Though Solnit didn’t use the term “mansplaining,” the essay is credited with birthing the term that’s now part of regular parlance. Women (and other underrepresented groups such as people of color and nonbinary people) had finally found a way to articulate that phenomenon ... read more
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