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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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  • Can fine dining survive COVID-19? Chef Daniel Humm of Eleven Madison Park isn’t so sure
    For Fast Company’s Restaurant Diaries, we’re asking chefs, restaurateurs, and food-world employees to take readers inside their businesses and lives at this critical moment for the industry.  Chef Daniel Humm’s Eleven Madison Park has been impressing high-profile diners and restaurant critics alike since it opened in 2006. It has three Michelin stars and was voted the World’s Best Restaurant in 2017. ... read more
  • The one strategy managers need to make sure employees stay after the COVID-19 crisis
    Working from home is now a reality for millions of employees around the world, creating a new normal for a slew of businesses and industries. But running a successful work environment doesn’t change because it’s now remote. In a typical office situation, you want to give employees autonomy and help them build confidence in their own decision-making skills. That shouldn’t ... read more
  • COVID-19 is unlike anything we’ve experienced. But the way leaders need to communicate in crisis is very familiar
    As New York braces for a peak in coronavirus cases in the coming days, it feels premature, and perhaps a bit insensitive, to compare this crisis to 9/11, Hurricane Katrina, or the Great Recession. Yet these events—and the current pandemic—all underscore the importance of strong communications skills. Whether you’re the CEO of a global corporation or a newly minted VP ... read more
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