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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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Around the Globe

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    Editor’s note: In our annual review of forces facing U.S. businesses, we provide an update on political trends. We have made every effort to present a balanced, non-partisan report of current events. This post is divided into two sections: U.S.... The post Political trends impacting business in 2020 and beyond appeared first on Vistage Research Center. ... read more
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    The spectacular fallout from a recent investigation into Away, which portrayed the beloved luggage company as a toxic workplace, has revealed two schools of thought on how to treat startup employees. The first says that staff should be cherished, because harnessing the passion and brilliance of “A players” is key to success. Think catered lunches, beautiful offices, and “Best Places ... read more
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