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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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    In November of last year, we finally caught up to the future envisioned in 1982’s Blade Runner Perhaps unsurprisingly, things didn’t pan out exactly how Ridley Scott envisioned. We still don’t have flying cars, unless you count oversize drones, and there are no replicants running wild (that we know of, anyway). But more prosaic technology, such as video calls and ... read more
  • How the end of the white majority could change office dynamics in 2040
    For its 125th anniversary issue in 2013, National Geographic photographed a series of mixed race Americans. The portraits were framed as the “changing face” of America, seemingly a preview of our ethnically ambiguous future. “We’ve become a country where race is no longer so black or white,” the story posited. It’s true that in the coming decades, the U.S. will ... read more
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    When you were a child, you probably had a favorite story. My daughter loved The Wizard, the Fairy and the Magic Chicken. Now that you’ve grown up, you may still love a good story—maybe a novel you read recently, or a movie you saw. But if someone asks you to tell a story in a business setting, you might be ... read more
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