Strategy Driven

MAY 15, 2013

We focus on quarterly goals, the weekly conference calls, and the ever-looming concern over what this year’s bonus will be-all the while overlooking ideas that keep us on top of our game. The market is filled with self-help books promising to propel one’s sales career to the top. This stagnation can result in lost opportunities.

Sports 50

Sports Open-book Follow-up Career 50

Harvard Business Review

APRIL 28, 2015

Most Western executives have limited exposure to a frontier market until they are relatively senior in their careers. By then their worldviews are largely formed, and at best they graft frontier market experiences onto that mature-market base. For example, I once helped survey US global money managers.

Marketing 8

Marketing Career Wireless Decentralization 8

Strategy Driven

MARCH 18, 2011

In The Essential Advantage : How to Win with a Capabilities-Driven Strategy , Booz & Company’s Paul Leinwand and Cesare Mainardi maintain that success in any market accrues to firms with a coherence premium – a tight match between their strategic direction and the capabilities that make them unique. Let’s go after it.”

Resources 52

Resources Industry System Strategy 52

Strategy Driven

JULY 3, 2015

It is usually technical or sales/marketing in nature. I conduct Executive Think Tanks for corporate management. Most conference evaluation forms are lightweight and ask for surface rankings.rather than for nuggets of knowledge learned. What is their maturity level? Training is rarely allowed to be extensive.

Education 50

Education Company Succession Mentor 50

Harvard Business Review

DECEMBER 13, 2012

Sure, you used to love it, and the more successful you became, the higher up the ranks of management you went. I was merely managing the people who actually did and made things. I had little autonomy, little interest in gaining mastery as a manager (in spite of myriad coaches), and felt dissociated from my true self.

Management 11

Management Career Creativity Health Care 11

Harvard Business Review

JANUARY 26, 2017

According to an assessment of over 700 sales professionals and senior executives conducted by GrowthPlay — a sales-focused consulting firm where one of us is Managing Director — the problem stems from gaps between the perceptions, attitudes, and information flows between executives and sales reps.

Execution 8

Execution Cost Telecommunications CRM 8

Harvard Business Review

NOVEMBER 30, 2018

From a business strategist who can appear aloof and dismissive of those with less intellectual horsepower, to a general manager who aligns and inspires her region through personal connections and demonstrates genuine care for people. Functional experiences help make you great at something, i.e. marketing, supply chain, R&D.

Career 8

Career Chief Financial Officer Supply Chain Chief Information Officer 8

Harvard Business Review

AUGUST 9, 2012

The history of Customer Relationship Management (CRM) systems holds valuable lessons. The first wave of CRM systems got a boost with success stories in an HBR Article (" Automation to Boost Sales and Marketing ") in 1989 by Moriarty and Swartz. Billions of dollars and millions of hours were spent to build and operate these systems.

CRM 13

CRM Micromanagement Technology Maturity 13

Harvard Business Review

JULY 29, 2013

We spoke with Mike Moorman, a senior leader in ZS Associates'' B2B sales and marketing practice and a leading authority on sales management, about how inside sales (which refers to sales positions done remotely from headquarters, without face-to-face meetings with clients) is transforming the way that B2B companies interact with their customers.

B2B 8

B2B Power Market Segmentation Customer Intimacy 8

Harvard Business Review

JULY 15, 2013

This conversation has generated a lot of interesting conversation via blog comments, emails, and face-to-face interactions at conferences and meetings and has revealed a few more insights that should factor into our evolving thinking. As IT steps up as mentor, it needs to mature as well. See also here , here , and here.)

CIO 8

CIO Crisis Competitive Advantage Webinar 8

Harvard Business Review

JULY 11, 2013

At the annual conference of the Association of Certified Fraud Examiners late last month, former Enron Chief Financial Officer Andrew Fastow, who served six years in prison for his part in Enron''s deceptions, offered an explanation. The loss of the investment-grade designation also accelerated other debt maturities.

Price 8

Price Credit Rating Finance Chief Financial Officer 8

Harvard Business Review

MAY 20, 2016

It’s one thing to note a person working solo in an otherwise empty seminar room, or a group of people huddling around someone’s desk because a conference room wasn’t available. Since its 2005 founding, the marketing company had grown to over 1,100 employees. This is easier said than done, however.

Maturity 9

Maturity Real Estate Survey Project 9

Harvard Business Review

DECEMBER 6, 2013

Almost five years ago, I was sitting in the conference room of one of the world’s largest insurance companies, trying to push the idea of social customer relationship management to their corporate marketing team. The most basic needs of a person are Existential, which then lead into Relatedness and finally to Growth needs.

Insurance 8

Insurance Maturity FAQ Media 8

Harvard Business Review

JANUARY 5, 2011

Since at least the 1980s (the era of deregulation, that is, over which Alfred Kahn presided) managers of big companies have been upbraided for their intolerance to risk. Knowing that mature firms must become more venturesome to continue growing, business gurus routinely advise them to embrace failure. First, why is it a sector?

Entrepreneur 14

Entrepreneur Innovation Intellectual Capital Mission Statement 14

N2Growth Blog

JANUARY 9, 2011

So how do you know when your skills have matured to the point that you’ve become an excellent communicator? Great communicators can tailor a message such that they can speak to 10 people in a conference room or 1,000 people in an auditorium and have them feel as if you were speaking directly to each one of them as an individual.

Tips 417

Tips Blog Learning-by-Doing Open-book 417

Harvard Business Review

JUNE 21, 2017

We recently posed these questions to Harvard Business School alumni founders while designing a new two-year joint degree program that confers both a master of science from Harvard’s Paulson School of Engineering and Applied Sciences and an MBA from HBS. The survey results show that no single management skill stands out above the rest.

Engineering 11

Engineering Finance Survey Technology 11

The Idolbuster

AUGUST 5, 2014

I loved my job so it made the long hours manageable, but it was also stressful. On the way to the church I was on a conference call with a client because the call “couldn’t be rescheduled”. It may sound crazy, but I just feel like I have matured and the person I am becoming is actually someone I am much more proud of.

Training 70

Training Sports Learning-by-Doing Banking 70

Harvard Business Review

AUGUST 23, 2016

Here’s how we managed that transition at SAS. Measuring Marketing Insights. First, we had to clean the data and get it into manageable and usable data stores. Once the data is wrangled and corralled, you can better manage it and set governance rules. Insight Center. Sponsored by Google Analytics 360 Suite.

Company 8

Company Content Information Software 8

Harvard Business Review

FEBRUARY 1, 2016

Second, even if you do manage to hire stars, their unique skill sets may not be easily portable. But, as the venture matures, and they continue to close a few big annual deals, they can limit growth since the SaaS model requires higher volumes. It’s also a tough talent market, especially in sales.

CRM 8

CRM B2B Price Budgeting 8

Harvard Business Review

JULY 11, 2012

This happened despite the fact that the relationship-focused teams worked on the company's largest, most mature accounts — the most difficult to expand rapidly because they were already so large. Another partner was rewarded by being invited to keynote at a conference for a major retailer's top executives.

Venture Capitalist 15

Venture Capitalist How To CIO Bottom-up 15

Harvard Business Review

APRIL 14, 2015

Since the birth of e-commerce, marketing experts have disagreed about the future role of brands. These numbers reveal a dramatic shift in the strategic approach to marketing over the last 10 years. However, marketers should be careful not to take this too far and underinvest in classic branding.

Brand 8

Brand Brand Valuation Power Brand Management 8

Harvard Business Review

JANUARY 5, 2017

Political campaigns are marketing campaigns, messages aimed at selling a product. Yet by 2004 its market share was down to 3%. It focused its efforts on earning a majority share of Europe’s digital classified advertising market (a product that connects buyers and sellers). Bigger marketing budgets may not pay off.

Media 10

Media Advertising Fixed Costs Content 10