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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- This one small thing can radically impact your productivity
Here’s a productivity tip: Do more things in less time. If you don’t think that’s useful advice, good. It isn’t. “Do more” isn’t a solution to productivity—it’s a quick path to burnout. It’s far more productive to focus on small improvements. I help train Zapier’s customer champions, the support team who interacts with our customers primarily via email. As a ... read more - As a Latino immigrant, I thought I understood the challenges of the Black community. I have a lot to learn
As an immigrant from Nicaragua, I’ve been open about the discrimination I have faced in my life. I’ve experienced it from police enforcement, in my professional life, my social life, and even in the affluent suburb where I live. Many of these instances were microaggressions, rolled out over time that I don’t even notice them anymore. I do, however, distinctly ... read more - Will this time of reflection finally get your side hustle off the ground?
I started my journey as an entrepreneur eight months after the passing of my father. Like him, I was taking the steps to begin and grow something of my own. Losing someone you love forces you to acknowledge life’s brevity and serves as a relentless reminder that, in the time you have left, you had better do something worthwhile…or at ... read more
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