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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- Why building a muscle for uncertainty is the most important thing you can do
Now that we have accepted how COVID-19 has forever changed the world of work, it’s time to accept how we need to change along with it. Our current uncertainty demands that we rethink everything from the way we network and job hunt, to how we meaningfully connect, grow professionally, and build cohesive corporate cultures without water cooler moments and “get-to-know-you” ... read more - The single collaboration tip your virtual team needs for remote productivity
Workplace teams face a looming calamity. In the face of COVID-19 and work-from-home orders, employees have added as much as 40% more time to their work days. Teams are now meeting virtually more than they ever did at the office, creating an environment of unbroken collaboration, as a result of shifting between Zoom meetings, chats, and other screen-based tools. So, ... read more - 6 types of bad bosses and how to deal with them
If you’re one of the many people who feel you work for a tough or unlikeable boss, you are not alone. According to a recent 15Five report, one-third of all employees would be relieved to hear that their managers were leaving the company. And managers would be the first to admit they aren’t perfect. According to the same report, 75% ... read more
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