Using the Customer Hero Story

Using the Customer Story

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 boarding program and now had […]

Win Rates in a Complex B2B World: Are You Measuring and Using Them Effectively?

Winning

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, customers, and confidence in your […]

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 a nimbler organization with design […]

Not Understanding Your Customer Can Hurt You

Connecting with and understanding customers’ business problems and personal implications is more important today than ever. But in this fast-paced world, bombardment of digital messages, priorities shifting on a dime and never enough time, it’s not easy. However, when you don’t fully understand your customer, you are at great risk. One of CI Squared’s clients, […]

Are You Breaking Through the Clutter?

Or, why aren’t you breaking through the clutter? You may ask yourself this question after a series of unanswered emails or a promising deal cut short. Here’s why. People don’t have time. What our research shows us is that the amount of incoming content to every person is staggering.  “According to Time.com, the average person looks […]

B2B Sales and the Herd Mentality: Are You Following or Leading?

B2B Sales is more challenging than ever. Are you following the old herd or leading the new pack? Customers’ buying habits are changing. The fast pace of technology only accelerates this change with an overwhelming amount of messages and shifting priorities clamoring for people’s undivided attention. There’s also an intergenerational shift in the workforce as boomers retire […]

Naughty or Nice?

Family can bring out the best and the worst in us! Why is it that what is touted as the “most wonderful time of the year” can bring on such angst and anxiety?  According to psychologist Leonard Felder, author of When Difficult Relatives Happen to Good People, “most Americans experience significant tension at one or more family […]

Training As A Campaign

This month we are proud to have the President of CI Squared, John Geraci, present his point of view on the state of the corporate training world, drawing on his experience in the United States Army. Do you feel like you’re flushing training dollars down the toilet? Frustrated and a bit angry, yet knowing training your […]

Sharks and the Concept of Change

What can Whale sharks and Great Whites teach us? The start of the new third quarter and second half of the year is an ideal time to identify changes necessary for a monumental second half. What has gone well and what needs to be tweaked is worth time and reflection. Some people feel uneasy when […]

Are You More Like Twitter or Instagram?

A picture is worth a thousand words… A picture is worth a thousand words, so they say, but the updated version of that phrase sounds more like… put together the pictures with the words and you’ll experience unprecedented engagement and communications. Undeniably we still live in a text based society, but visuals have elevated the […]