Harvard Business Review

JANUARY 26, 2017

Companies fail to get the most out of the $12 billion a year they spend on sales enablement tools and the billions more on CRM technology. But good planning and proper leadership support can help. Consider a large home energy provider in a mature, commoditized market where deregulation is driving down revenue and profit.

Execution 8

Execution Cost CRM Telecommunications 8

Harvard Business Review

DECEMBER 13, 2017

There are core competencies that every PM must have – many of which can start in the classroom – but most are developed with experience and good role models and mentoring. If the best PMs have well developed core competencies and a high EQ, does that mean that they are then destined for success no matter where they work?

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

AUGUST 5, 2015

The typical funnel starts with a marketing-generated lead for a “suspect” that, after qualification, becomes a “prospect,” and then a customer through steps that are measured and managed. The cross-functional communication and coordination that is required to navigate this change is the job of leadership.

B2B 8

B2B AIDA AIDAS Disintermediation 8