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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- ‘Where I got it wrong’: The Wing’s Audrey Gelman confronts the realities of rapid growth
Last fall, I was the first visibly pregnant CEO on the cover of a business magazine—a powerful symbol in a climate in which women-founded startups attracted less than 3% of venture dollars. (That number is even more dismal for women of color.) The accompanying Inc. profile celebrated the successes of The Wing, a network of spaces for women that I ... read more - How to answer the single most challenging interview question with confidence
“So, why are you looking for a new job?” If you’re searching for work, you’ll likely be asked some version of this common interview question. And, if your reasons for leaving your job are unrehearsed, it’s easy to fumble with your answer when the question catches you off guard. Luckily, with preparation, you’ll be able to deliver the right response ... read more - How to make a decision when you’ve got two good options
When confronted with a decision, most of us default to choosing between A and B because, at first blush, the world appears binary. Black and white, male and female, yes and no. When faced with a decision, if we don’t immediately get an internal “hell yes” or “hell no,” we might try to push our brain to an answer. We ... read more
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