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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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  • WSJ/Vistage June 2020: New workplaces emerge as employees return to work
    Highlights: The WSJ/Vistage Small Business CEO Confidence Index increased for the second month reaching 70.2 in June Investment and hiring plans are on the rise after hitting the bottom in April 61% of those who applied for the PPP expect... The post WSJ/Vistage June 2020: New workplaces emerge as employees return to work appeared first on Vistage Research Center. ... read more
  • How to cope when your close coworker is laid off (and you’re still employed)
    With widespread layoffs prompted by COVID-19, many of us have lost our valued coworkers and work friends. Undoubtedly, these layoffs are a tragedy for those left without jobs, but retained employees are likewise affected. Yes, layoff survivors may feel a level of relief and gratitude, but this is in addition to a host of other emotions. Studies show that companies ... read more
  • 3 science-backed tips for fighting your social distancing fatigue
    Here in Austin, TX, the COVID-19 pandemic has worsened. In May, the strict social-distancing measures we had practiced for two months were lifted, and almost immediately the mood shifted. Even though city officials were still suggesting that people stay home and that they wear masks whenever they were out, suddenly, there were people outdoors everywhere. Crowds gathered at food trucks, ... read more
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