7 Norms of Collaboration

In one of my favorite sales books, yes – I treat this as a sales book, The Adaptive School: A Sourcebook for Developing Collaborative Groups, discusses how to place inquiry at the center of effective change. For sales people, this is a topic that should resonate with you.  The latest Continue reading

A Company Where Everyone Knows Everyone’s Salaries

Marin Andrews is the founder and CEO at Cogent – a software business in Melbourne. Since 2007, Cogent has been an ongoing successful experiment in running an open, values driven business. They use skills in strategy, design and development to help customers build useful products. Cogent is also a place Continue reading

Dialogue and Conversation Stack

This is a collection of 24 – Business901 Podcast Transcriptions, called Stacks (see below) through my Issuu channel: Conversations A collection of Business901 Podcast Transcriptions that centered on Dialogues and Conversations. Several people included are Mark Burgess, Craig Weber, Irene Etzkorn and 21 others. Stacks are a new way to Continue reading

The Innovation A3

I have been a big advocate of the work that Jeanne Liedtka, a Professor of Management at the Darden Graduate School of Business at the University of Virginia, has done. Several years ago, I had the pleasure interviewing her co-author Tim Ogilvie on the Business901 Podcast, Transcription with Podcast link:  Using Design Thinking Continue reading

Collaborate with Outside Organizations to Boost Your Sales Efforts

Beth Comstock, CMO at General Electric, urges all businesses to partner with organizations to experiment, test, and develop opportunities. She says everyone has a different form of creativity and perspective, and now is the time to create a space for collaboration, especially because it does not have to cost much Continue reading

Team and Teamwork Stack

This is a collection of Business901 Podcast Transcriptions, called Stacks (see below) through my Issuu channel: Team and Teamwork Stack I organized this stack on Team and Teamwork interviews with Geoff Bellman, Jim Benson and Russ Unger. I ended up with 21 publications in the stack at the time of this publication. Continue reading

Optimize Your Organization for Learning

I ran across this tweet from Marshall Kirkpatrick @marshallk, CEO @GetLittleBirdWhat” “What if networked, faster learning was what big organizations were optimized for? (instead of efficiency)” He had linked in this YouTube Video to the Tweet: John Hagel’s speech at the 5th Global Peter Drucker Forum in Vienna. John Hagel Continue reading

Intangibles Create Our Success

Part of The Lean Minute Collection on YouTube We need to understand the underlying forces of these relationships and what is critical for this activity. The conversation we must have, the value that must be delivered. Our models need to include the intangibles or informal exchanges that really build relationships. Continue reading

The Answer to the Challenger Customer: Schwerpunkt

This weekend, I read the new book The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results, from the same group of people that brought you the books, The Effortless Experience. and The Challenger Sale. A short summary of the story is that it addresses the complications of selling to a Continue reading

Determining Your iCustomer Level

Part of The Lean Minute Collection on YouTube If the customer interaction (iCustomer) is an important part of marketing you should be able to measure it. Related blog posts: What is your iCustomer Level The 7 step Lean Process of Marketing to Toyota Lean Engagement Team (More Info): The ability Continue reading