How metrics can be a driving force

From Pony Rides to Rodeos: How a Customer Decision Vortex Can Make You Miss Your Sales Forecast

Explore today’s customer buying process, the dynamics pulling customers into a “decision vortex”, and how salespeople can move customers forward.

Skills Mismatch: Does Business Acumen Enable Strategy Execution?

A survey of 300+ senior leaders and managers from around the globe explores the relationship between business acumen and strategy execution.

Head, heart, and hands: a model for thoughtful leadership

It may take some practice, but leaders who can slow down to pay careful attention to their direct reports in this way will develop teams who have their heads in the game, hearts on the line, and hands at work to build a better organization.

Why Connection Trumps Precision in Executive Presentations