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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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Around the Globe

  • The gender gap in cybersecurity puts us all at risk for online crime
    Women are highly underrepresented in the field of cybersecurity. In 2017, women’s share in the U.S. cybersecurity field was 14%, compared to 48% in the general workforce. The problem is more acute outside the U.S. In 2018, women accounted for 10% of the cybersecurity workforce in the Asia-Pacific region, 9% in Africa, 8% in Latin America, 7% in Europe, and ... read more
  • Employee resource groups help strengthen connection in times of uncertainty
    If there is a silver lining of this challenging time, it’s that it’s given many of us an opportunity to slow down and remember what is most important in life: relationships. While limited social contact both at work and in our personal lives has been difficult, it’s also provided companies a unique opportunity to help build connections among employees, and ... read more
  • This is what a compassionate layoff looks like
    Twenty million. That staggering figure is the number of jobs lost in April alone, according to the Bureau of Labor Statistics. Economists are calling it the worst unemployment rate since the Great Depression. And behind every job lost is a CEO, manager, or business owner who has to tell that person that they are no longer employed. This is never ... read more
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