CEO Blog

AUGUST 11, 2015

o Leads to a new customer-perceived brand value equation: Trustworthy Brand Value · Three-Box Model – requires global and regional teams to collaborate o Box 1: Create the brand vision o Box 2: Define the global brand plan to win o Box 3: Bring the brand to life Good stimulating book. I continue to enjoy doing some SEO work with DDE media.

Brand 100

Brand Leadership Globalization Brand Management 100

Lead Change Blog

JULY 19, 2016

After all, how many advertisements do you read that tout the number of years a company has been in business? How many times were you told as a child that you should listen to people with more experience? Sometimes, these roadblocks are due to circumstances beyond your control. My Idea Might Get Rejected or Ridiculed. It’s Too Risky.

Succession 150

Succession Proposal Learning-by-Doing Advertising 150

Leading with Trust

OCTOBER 13, 2019

Tamara Chandler and Laura Dowling Grealish make the case we need to fix the way feedback is viewed, delivered, and received in their book, Feedback (and Other Dirty Words)—Why We Fear It, How To Fix It. Feedback has become the dreaded and dirty “F” word at work. So, what do we do? Be authentic; let your values show.

Discount 69

Discount Open-book Resistance Follow-up 69

Strategy Driven

MARCH 20, 2021

If you’re in any one of these positions, you must be wondering how you can complete your implementation or modernization initiatives with the least amount of friction possible. It helps to know the challenges associated with introducing this kind of technology, so that you’re better prepared to win staff buy-in when needed.

Technology 68

Technology Chief Financial Officer Banking Chief Technology Officer 68

Great Leadership By Dan

JANUARY 10, 2012

Great advice on how to battle "complacency cancer": Success: A Breeding Ground for Complacency? My own research over more than three decades has shown the same results: despite being better prepared to take bold action, companies with a high level of achievement tend to feel content with the status quo. Success is a lousy teacher.

Kotter 245

Kotter Succession Committee Learning-by-Doing 245

Mills Scofield

OCTOBER 26, 2014

I grew up in Rumson, NJ using my fake ID to get into the Stone Pony with a $2 cover charge to hear Bruce Springsteen (before we knew how famous he''d be). In his new book, Leading the Life You Want: Skills for integrating World and Life , Stew Friedman shares how The Boss has harmonized parts of his life to find a balance that works for him.

Learning-by-Doing 129

Learning-by-Doing Audience Open-book Innovation 129

Eric Jacobson

AUGUST 25, 2017

Transformation failures are often a result of an organization that neglects to address the human factor (skepticism, resistance, avoidance). Transformation failures are often a result of an organization that neglects to address the human factor (skepticism, resistance, avoidance).

How To 50

How To Resistance Metrics Consultative 50

Eric Jacobson

FEBRUARY 2, 2016

Transformation failures are often a result of an organization that neglects to address the human factor (skepticism, resistance, avoidance). Transformation failures are often a result of an organization that neglects to address the human factor (skepticism, resistance, avoidance).

Resistance 50

Resistance Metrics Consultative Engineering 50

Skip Prichard

JUNE 22, 2020

James Heskett and John Kotter found that organizations with strong corporate cultures realized over eleven years revenue growth of 682 percent, employment growth of 282 percent and stock price growth of 901 percent. It you are still skeptical, think Enron, Lehman Brothers, or Volkswagen. Jason Richmond. Zappos is one example.

How To 108

How To Middle Management Reputation Short-term 108

Marshall Goldsmith

MAY 26, 2014

The higher we move up the organizational ladder, the more our employees let us know how wonderful we are! The higher we move up the organizational ladder, the more our employees let us know how wonderful we are! Any human, in fact, any animal will tend to repeat behavior that is followed by positive reinforcement. I behave this way.

Succession 181

Succession Commitment Follow-up Learning-by-Doing 181

Harvard Business Review

SEPTEMBER 19, 2017

Each year several clients raise the same issue: the need to get buy-in from a skeptical senior executive in order to demonstrate a concrete benefit that will follow a proposed investment in an ethical business initiative or function. ” and “How can I persuade the organization that embracing integrity is a win-win?”

Ethics 14

Ethics Short-term Long-term Supply Chain 14

Marshall Goldsmith

MARCH 18, 2013

The higher we move up the organizational ladder, the more our employees let us know how wonderful we are! The ad was designed to sell disability insurance, but it struck me as a powerful statement about how we all delude ourselves about our achievements, our status and our contributions. I am successful. Why We Resist Change.

Succession 107

Succession Commitment Follow-up Learning-by-Doing 107

Roundtable Talk

NOVEMBER 8, 2011

Here’s how you do it: Start small… Forget trying to roll your project out across the full business even if the senior team is telling you to do it that way. pick an area, get some wins and build on it. Start a grassroots revolution instead. It’s important for any cause to have champions/supports in influential places.

Bottom-up 31

Bottom-up Project Long-term Execution 31

Leading Blog

MAY 3, 2019

Networks are key to understanding how to create transformational change. In Cascades: How to Create a Movement that Drives Transformational Change , Greg Satell reveals how to start and sustain large-scale change and harness the power of cascades—small groups that are loosely connected but united by a common purpose.

Resistance 282

Resistance Participative Early Adopters Learning-by-Doing 282

Harvard Business Review

JULY 18, 2012

But star-performing salespeople do something very different after such a conversation — they start over. In our analysis of over 700 unique B2B purchases, we identified seven distinct customer contact profiles. Skeptics: Wary of large complicated projects, Skeptics push back on almost everything.

Consensus 15

Consensus B2B Analysis Benchmarking 15

Harvard Business Review

JULY 18, 2012

But star-performing salespeople do something very different after such a conversation — they start over. In our analysis of over 700 unique B2B purchases, we identified seven distinct customer contact profiles. Skeptics: Wary of large complicated projects, Skeptics push back on almost everything.

Consensus 15

Consensus B2B Analysis Benchmarking 15

Harvard Business Review

OCTOBER 17, 2016

Organizational change comes at a cost. It requires people to sacrifice something they value, whether it’s time, money, responsibilities, control, status, comfort, or relationships. The more your change effort disrupts those things, the more people will resist or even rage against it. “The response was overwhelming,” Mulcahy said.

Resistance 8

Resistance How To Survey Travel 8

Harvard Business Review

SEPTEMBER 13, 2012

How do we change this? Understanding the Skepticism. To understand how the IT department has lost its way, it's important to understand how the reset of the organization views its activities. Business people view these initiatives skeptically, considering them "black holes" where money goes in, and nothing comes out.

Supply Chain 15

Supply Chain CIO Budgeting Project 15

Harvard Business Review

SEPTEMBER 17, 2012

Over the last decade I've interviewed over 1,000 decision-makers as part of the win-loss studies I conduct for clients. I'm always fascinated by how they describe their selection process and why they made their final decision. Below, you will find these key factors along with a corresponding win-loss interview quote.

Chief Financial Officer 17

Chief Financial Officer Chief Operating Officer Chief Executive Officer Supply Chain 17

Harvard Business Review

AUGUST 2, 2017

Obviously, a trusted adviser enjoys significant advantages over the competing salespeople. However, just 18% of the salespeople buyers met over the past year would be classified as trusted advisers whom they respect. They can’t clearly explain how their solution helps the buyer’s business. They are too self-centered.

Self-aware 8

Self-aware Competitive Advantage Health Care Fashion 8

Harvard Business Review

OCTOBER 18, 2016

It’s understandable that people are skeptical of handing over their keys to a faceless algorithm and sitting back for the ride. This current skepticism for self-driving cars thus raises a question: Why do we trust algorithms in some cases, but not in others? In 90% of crashes, human error is to blame.

Participative 8

Participative Technology Learning-by-Doing Early Adopters 8

Roundtable Talk

DECEMBER 9, 2010

RoundtableTalk Where ambitious leaders meet. Skip to content Home Welcome! ← View from the C-Suite with Christine Magee, Sleep Country Canada Christiane Ouimet: The ultimate tor-mentor? Apparently, Ms. Ouimet is a tad difficult to work with and some of her employees blew the whistle on her (love the irony in that).

Blog 47

Blog Mentor Career Godin 47

Harvard Business Review

MARCH 30, 2018

What Self-Awareness Really Is (and How to Cultivate It). Jakub Domerecki/EyeEm/Getty Images. A young friend recently remarked that the worst boss he ever had would provide him with feedback that always consisted of “You’re doing a great job.” Emotional Intelligence Has 12 Elements. Which Do You Need to Work On? Tasha Eurich.

Absenteeism 15

Absenteeism Emotional Intelligence Self-aware Construction 15

Harvard Business Review

SEPTEMBER 13, 2018

Guidance from companies on how to move forward in this environment is often minimal, because they just aren’t sure. Tatsiana Volskaya/Getty Images. We all know the old script: join a company, work hard, move up the ladder. Here are four strategies professionals can follow to successfully navigate the new terrain.

Career 14

Career Company Mentor Consultative 14

Harvard Business Review

NOVEMBER 12, 2012

In fact, if you prepare for it, you'll sharpen your presentation and stand a much better chance of winning your audience over. This kind of research will prepare you for skeptical questions and comments — and it'll help you develop a deeper understanding of the topic and a more nuanced point of view. The audience is.

Audience 17

Audience Resistance Committee Tips 17

Harvard Business Review

FEBRUARY 23, 2011

Their boss, however, was more skeptical than supportive. Instead of going over his head at work, the team went behind his back at home. But few forms of innovation persuasion convince as compellingly as those constituencies who are uniquely positioned to exert special influence over approval processes.

Innovation 15

Innovation Ethics Sample Project 15

Harvard Business Review

JUNE 28, 2012

One of the hardest things to do in all of sales is handle tough questions from skeptical prospective customers. After interviewing thousands of customers as part of the win-loss studies I have conducted, I can tell you with certainty that answering customer questions successfully is often the difference between winning and losing.

Strategy 14

Strategy Industry Uncertainty Motivation 14

Harvard Business Review

MAY 1, 2017

To explain why, I first need to explain how Pivotal works. Instead of handing over the keyboard and mouse, Developer A simply stops typing and lifts their hands. If Developer A wins the lottery and quits the next day, Developer B was there for every step of the way and knows the code. Healthy, I know. It’s a rule.

Company 14

Company Bottom-up Long-term Agility 14

Harvard Business Review

OCTOBER 26, 2018

Consider how companies name their virtual assistants like Siri and Alexa. And how the creators of Jibo, “the world’s first social robot,” designed an unabashedly adorable piece of plastic that laughs, sings, has one cute blinking eye, and moves in a way that mimics dancing. The power of algorithms.

Company 9

Company Advice Participative Sample 9

Harvard Business Review

NOVEMBER 6, 2017

A dumb idea is the one you fumble in the field by missing critical details, like how customers would react or what competitors might change while you’re still picking up the ball. It knew it had to act fast, so top leaders began by challenging major assumptions about how they operated. Insight Center.

Execution 8

Execution Strategy COO CEO 8

Harvard Business Review

OCTOBER 23, 2013

Another says she is most excited about the opportunity to change how the industry operates and have a big impact on improving lives. One sales manager, a former actor, recited Shakespeare at a customer meeting and won over skeptical executives. Newcomers and veterans alike say they are working harder than ever before.

Motivation 11

Motivation IPO Norton Open-book 11

Harvard Business Review

FEBRUARY 16, 2018

How do you motivate colleagues to support your initiatives and adopt your ideas? How can you become a go-to person that others look to for guidance and expert advice? How can you become a go-to person that others look to for guidance and expert advice? lok fung/Getty Images. What the Experts Say. Here are some tips.

Influence 20

Influence How To Case Study Learning-by-Doing 20

Harvard Business Review

MAY 16, 2016

I’m skeptical that it will succeed. In fact, venture capital hasn’t performed well compared to other asset classes, with the big wins clustered among the top dozen or so firms. In fact, venture capital hasn’t performed well compared to other asset classes, with the big wins clustered among the top dozen or so firms.

Venture Funding 9

Venture Funding IPO Finance Constraint 9

Harvard Business Review

AUGUST 29, 2011

Based upon my research, experience, and observations, I estimate over 70 percent of top salespeople are born with "natural" instincts that play a critical role in determining their sales success. The test results indicate that key personality traits directly influence top performers' selling styles, and, in turn, their success.

Politics 15

Politics Learning-by-Doing Industry Strategic Planning 15

Harvard Business Review

OCTOBER 26, 2018

Consider how companies name their virtual assistants like Siri and Alexa. And how the creators of Jibo, “the world’s first social robot,” designed an unabashedly adorable piece of plastic that laughs, sings, has one cute blinking eye, and moves in a way that mimics dancing. The power of algorithms.

Company 8

Company Advice Participative Sample 8

Harvard Business Review

APRIL 17, 2014

Stefan Groschupf , founder and CEO of Datameer, a big data analytics company, talked with me about how he tries to reduce negative interruptions and increase “flow.” Then, on average, it takes over 23 minutes to get back on task after an interruption, but 18% percent of the time the interrupted task isn’t revisited that day.

Tools 8

Tools Metrics Tactics Goal 8

Harvard Business Review

NOVEMBER 28, 2018

But despite the importance of these contextual drivers of engagement, how people feel about their job, boss, and workplace may also vary as a function of people’s own character traits. This raises an obvious yet rarely discussed question, namely: how much of engagement is actually just personality?

Emotional Intelligence 14

Emotional Intelligence Diversity Review Energy 14