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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- How to stay sane as a new working mom (and keep your clients)
When I had my first baby, I planned a three-week maternity leave thinking I was a “tough cookie.” As any experienced mother knows, that plan wasn’t “tough.” It was inhumane. My baby needed me far more than I could have imagined. It took about two seconds of looking into her big, newborn eyes for me to realize that she was ... read more - How to Marie Kondo your LinkedIn network in 4 steps
The phenomenon caused by organizer extraordinaire Marie Kondo has swept the country with millions of people emptying out their closets, delicately folding their favorite outfits, and tossing (while mindfully thanking) the items that don’t “spark joy.” I’m one of those people, having bought both of her books, binge-watched her Netflix series, and raised eyebrows from my husband at the bags ... read more - I’m 14, and I quit social media after discovering what was posted about me
This story is part of The Privacy Divide, a series that explores the fault lines and disparities—cultural, economic, philosophical—that have developed around digital privacy and its impact on society. “Ha, that’s funny!” My 21-year old sister would comment when she saw my mother’s most recent Facebook update or her latest tweet. Social media has been significant to my sister’s social ... read more
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