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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- You too can be a great innovator, if you just learn to work with this
Madam C.J. Walker, born Sarah Breedlove, was America’s first female self-made millionaire. She pioneered a line of haircare and beauty products for people of color early in the 20th century, and the recent Netflix series Self Made details the story of this talented innovator and the challenges she overcame on the way to her success. To accomplish her goals, she ... read more - This one remote-work hack will make your virtual meetings more productive
Over the past months, how you manage your work, connections, and careers has changed dramatically. You’re demonstrating value without being able to see your boss in person. You’re managing your projects despite no central war room, and you’re finding ways to get coaching from your mentor without the benefit of meeting for coffee. But in addition to figuring out all ... read more - So you made a mistake. Big or small, here is a solid strategy to deal with it
Ever made a mistake? Me neither. Obviously. But hypothetically, were I to make a mistake, I imagine it would prompt terrible thoughts. Things like “How could I do that?”, “Am I going to get fired?”, or (one imagines) “Maybe I don’t know how to do my job after all.” This might not actually be hypothetical. I’ve been calling these “thought ... read more
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