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What If Companies Managed People as Carefully as They Manage Money?

Harvard Business Review

Today’s executives spend a lot of time managing the balance sheet, despite the fact that it doesn’t represent their company’s scarcest resource. In contrast, today’s scarcest resource is your human capital, as measured by the time, talent and energy of your workforce. Energy, too, is difficult to come by.

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Replacing the Sales Funnel with the Sales Flywheel

Harvard Business Review

I’ve been using the sales funnel for 28 years, my whole career. ” By the end of a quarter, she had wrung every ounce of energy out of marketing, and we started the next quarter from a standstill with no momentum and no leverage. It is highly efficient at capturing, storing, and releasing energy. clu/Getty Images.

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