Recent Posts

Is Complexity Killing Your Sales Model?

Is Complexity Killing Your Sales Model?

From: bain.com Date: January 2013 Direct Link: http://www.bain.com/publications/articles/is-complexity-killing-your-sales-model.aspxExcerpt: For decades, scale economies ran like clockwork in the world of sales. Companies in business-to-business (B2B) markets consistently grew their revenues faster than their sales and marketing expenses. But for nearly 12 years, that trend has stalled... read more
Is It Time to Rethink Your Pricing Strategy?

Is It Time to Rethink Your Pricing Strategy?

From: sloanreview.mit.edu Date: July 2012 Direct Link: http://sloanreview.mit.edu/article/is-it-time-to-rethink-your-pricing-strategy/Excerpt: Renowned investor Warren Buffett has said, “The single most important decision in evaluating a business is pricing power. If you’ve got the power to raise prices without losing business to a competitor, you’ve got a very good... read more
Putting Sales at the Center of Strategy

Putting Sales at the Center of Strategy

From: hbr.com Date: October 2014 Direct Link: https://hbr.org/2014/10/putting-sales-at-the-center-of-strategyExcerpt: For many years Document Security Management (a pseudonym) had a thriving business in retrieving and shredding or securely storing organizations’ documents. Executives and their assistants loved its one-stop-shopping value proposition, and the sales force cultivated deep relationships... read more
9 Public-Speaking Lessons From The World's Greatest TED Talks

9 Public-Speaking Lessons From The World's Greatest TED Talks

From: forbes.com Date: March 2014 Direct Link: http://www.forbes.com/sites/carminegallo/2014/03/04/9-public-speaking-lessons-from-the-worlds-greatest-ted-talks/Excerpt: Depending on your perspective, 2006 was either a really bad year for public speaking or the start of a world-changing transformation. In that year the famous TED conference began streaming 18-minute presentations from the world’s top minds for... read more
The Authenticity Paradox

The Authenticity Paradox

From: hrb.org Date: January 2015 Direct Link:https://hbr.org/2015/01/the-authenticity-paradoxExcerpt: Authenticity has become the gold standard for leadership. But a simplistic understanding of what it means can hinder your growth and limit your impact.Consider Cynthia, a general manager in a health care organization. Her promotion into... read more
The Power of Vulnerability (TED)

The Power of Vulnerability (TED)

From: ted.com Date: June 2010 Direct Link:http://www.ted.com/talks/brene_brown_on_vulnerabilityExcerpt: Brené Brown studies human connection — our ability to empathize, belong, love. In a poignant, funny talk, she shares a deep insight from her research, one that sent her on a personal quest to know herself... read more
How the Best Leaders Build Trust (Covey)

How the Best Leaders Build Trust (Covey)

From:leadershipnow.com Date: May 2009 Direct Link:http://www.leadershipnow.com/CoveyOnTrust.htmlExcerpt: Almost everywhere we turn, trust is on the decline. Trust in our culture at large, in our institutions, and in our companies is significantly lower than a generation ago. Research shows that only 49% of employees trust... read more
The One Conversational Tool That Will Make You Better At Absolutely Everything

The One Conversational Tool That Will Make You Better At Absolutely Everything

From: fastcompany.com Date: December 2012 Direct Link:http://www.fastcompany.com/3003945/one-conversational-tool-will-make-you-better-absolutely-everythingExcerpt: Ask yourself: If you could interview like Walter Cronkite, would you get more value from your meetings? Would your mentors become more valuable? Would your chance encounters with executives in elevators and thought leaders in conferences yield... read more
How to Present to Senior Executives

How to Present to Senior Executives

From: hrb.org Date: October 2012 Direct Link: https://hbr.org/2012/10/how-to-present-to-senior-execuExcerpt: Senior executives are one of the toughest crowds you’ll face as a presenter. They’re incredibly impatient because their schedules are jam-packed — and they have to make lots of high-stakes decisions, often with little time to... read more
Co-creation: How to Harness It For Your Business

Co-creation: How to Harness It For Your Business

From: entrepreneur.com Date: July 2011 Direct Link:http://www.entrepreneur.com/article/220051Excerpt: Innovation isn't just about the end result. It's also about the experience. The concept of co-creation has been around for years. In the late 1990s, authors Joseph Pine and James Gilmore dubbed it the "experience economy," in which... read more
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