Category Archives: Process

Brian Grazer is an award-winning film producer and author of A Curious Mind. In this excerpt from a recent interview, Grazer notes his 3 keys to having perspective-yielding, value-creating, conversations with folks he’s keen to meet: 1. Ask for the … Continue reading

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In Rookie Smarts, Liz Wiseman explains why people often perform at their peak whenever they’re doing something for a first time. You show up to do a job. You know you know so little, and need to know so much. … Continue reading

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Hitting revenue growth targets is often easier said than done. Dan Weinfurter’s book, Second Stage Entrepreneurship, offers many practical tips for driving aggressive sales growth. Five of the simple practices he advocates: BE BRIEF Real brief. Have a ‘power pitch’. … Continue reading

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John Hagel and his colleagues at the Deloitte Center for the Edge continue to spot important things occurring on the ‘edges’ of business transformation. In Passion At Work, they make the case that there’s a need to recruit and nurture … Continue reading

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In his new book, Hooked on Customers, Bob Thompson offers many practical pointers on what it takes to be exceptionally customer-centric, and why it matters. He shows why the best strategies are value creating, by design, for customers; and why … Continue reading

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At the Dachis Group’s Social Business Summit in March 2013, John Hagel explained the emerging potential to improve business performance by making the invisible visible with analytics. His perspectives underscore the potential for analytics in B2B sales to drive improved … Continue reading

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Musicians know it takes practice to perform at their peak. The authors of Practice Perfect stress that practice makes permanent – so you had better get it right. So, based on what we’ve been learning with our clients, here are … Continue reading

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co-authored with John Holland, Co-founder, CustomerCentric Selling In a recent presentation for Corporate Visions, Scott Santucci of Forrester Research noted that  CEOs are increasingly worried that their selling systems are not adapting quickly enough to accommodate changing business strategies. In … Continue reading

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