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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- 5 signs that you need to leave your current job now
Sometimes a job or a company isn’t what you’d hoped it would be when you signed on. It’s always important to give everything your best effort, but when you feel like you’re banging your head against the wall, it might be time to make a change. First, it’s essential to know that it’s a buyer’s market (with employees being the ... read more - How to increase productivity without giving up your free time
When you were in school, did you ever notice how some students needed a full week and weekend to prepare for an exam, while others could simply spend a few days and achieve the same outcome? As adults, do you find yourself leaving work at 5 p.m. on the dot, making everything look easy, while others are somehow never able ... read more - Trying too hard to get everyone to like you? Here’s exactly when (and how) you need to
Do you know how likable you are? You may want to find out because according to Psychology Today, this metric predicts success, not just with friends and family, but as you advance your career. Before you can figure out how likable you are, it may help to understand what likability actually means. Generally, it refers to an agreeable personality with ... read more
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