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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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  • The game of business development with Sarano Kelley
    Download a complimentary copy of the book The Game: Win Your Life in 90 Days Whether you’re a CEO or professional athlete, there is one critical factor that drives you to perform at maximum potential – the game! Individuals and... The post The game of business development with Sarano Kelley appeared first on Vistage Research Center. ... read more
  • How Trump’s executive order threatens anti-racist workplace trainings
    When President Trump issued an executive order in late September that took aim at diversity and inclusion training, McKensie Mack wasn’t surprised. The executive order effectively barred federal agencies, contractors, and grant recipients from conducting any trainings that might promote “divisive concepts”—suggesting the U.S. is “fundamentally racist or sexist,” for example—or “race or sex stereotyping or scapegoating,” which could encompass ... read more
  • Election Day needs to be a federal holiday because it’s good for business
    The only presidential election I didn’t vote in was in 1996. The poll lines stretched around the block, and I was stressed about being late for work. I carry the guilt of not voting in that election to this day. My father, a Hungarian refugee, had risked his life to ensure my existential right to vote. To use my voice ... read more
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