Sublime

The Follow-Through

“Their expectations for desired business outcome,” a manager from Chicago chimed in. Another manager from San Francisco didn’t give them a chance to continue. “Discovery is when we identify the key players, like potential coaches, Champions, gatekeepers, technical users, and enemies. By enemies, I meant competition.” He gave a grin here. “The compe

Aaron Ross’s most important insight is this: Most executives think that the way to grow revenue is by adding salespeople. However, most often the main obstacle to growth is not growing the team but generating more leads. Only once you can predict your lead generation can you achieve predictable revenue. Only once you achieve predictable revenue can

Leadership.

Rather than relying on individual talents, the firm would need to create more of an institutional reputation, based not only on the “raw” talent of key individuals but on the ability of the firm to bring to bear its collective knowledge derived from past engagements.

Negotiation breakthroughs—when the game shifts inalterably in your favor—are created by those who can identify and utilize Black Swans. Here’s how.

The CEO of a large logistics service provider made a habit of visiting the CEOs of his customers in the automotive industry once a year. These CEOs regularly brought up the topic of price and managed to extract additional price concession s from the logistic company’s CEO. These meetings undermined the months-long efforts of his sales teams.

hiring needs would expand to include a major role for less skilled professionals and more paraprofessionals, since the increased structuring of familiar engagement types would allow the firm to employ an increasing degree of…

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