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Sometimes I think managers leaders aren't as impactful as we can be because we get our jobs wrong. We think our jobs are about developing great strategies, Read More

But, we can't maximize organizational performance unless we have a framework upon which we base our decisions. Yet too often, that's what happens with too many organizations. We have nothing in which to ground our decisions, no framework, context or structure to guide us. We move from decision to d Read More

Anyone familiar with the work of Eric Ries in the Lean Startup or Steve Blank's books know the concept of the Minimum Viable Product.  Their works focus on the Read More

I was asked my opinion on the rapid proliferation of Sales 2.0 tools  by a couple of colleagues.  As I thought about it, I was reminded of the "Remora."  I he Read More

Technology has extended wonderful capabilities to make us more efficient.  We have CRM, Marketing Automation, and Emailing systems that enable us to Read More

There was an interesting post, Why Your Reps Are Spending Less Time in Front of Customers, be sure to read it.  They cite an alarming fact:  "the amount of t Read More

So the issue isn't about Leading By Example, but Are We Setting The Right Example? Every manager knows this, it’s Leadership 101, we must Lead By Example. What much of the literature misses, is that we are always Leading By Example, whether we do so consciously or unconsciously Read More

The other day, I was speaking to a sales executive.  We were talking about improving the impact of sales people in engaging customers, finding and pursuing Read More

One of the biggest errors any of us can make is Hearing What We Want To Hear. Most of the time it's totally unconscious, we don't realize what we are doing. Read More

It's clear that our customers want to be engaged differently.  High performing marketing and sales organizations are reshaping themselves to respond with Read More