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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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    We are living in an era of emotional intelligence. Since the concept’s inception in the 1990s , it has become a sought-after skill among managers today. Emotional intelligence is also a crucial part of leadership. Organizations often succeed because they have emotionally intelligent leaders who can create work environments that enhance employee EQ (“emotional quotient,” or how emotional intelligence is measured). ... read more
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    When you wander down most supermarket aisles are you befuddled by too much choice? Do you feel overwhelmed when comparing new phone deals, insurance offers, energy provider plans? There’s a lot of research in consumer behavior that disputes the notion “more is better”. It says many of us, when confronted with too many options, either make poor decisions or avoid ... read more
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    Confidence is both an art and a study. It’s an art because when you watch someone who’s truly confident in what they’re doing, it’s magic. There should be a museum exhibit dedicated to great moments of confidence in history. It’s a study because, odds are, the most confident person you know wasn’t born that way. Self-assurance takes a deep knowledge ... read more
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