Developing a B2B Marketing & Demand Generation Strategy to Drive Sales

How to craft an effective B2B Marketing & Lead Generation Strategy
As you kickoff the new year, you need to have your integrated Strategy in place – your company must start with the overarching Corporate Strategy before you develop your Sales Strategy or B2B Marketing & Demand Generation Strategy. As a CRO or VP of Sales, you can’t scale revenue effectively…  Read More >

A Simple 6-Step Management System For Any Executive

When an executive is looking for a way to simplify how they manage their company or a business unit, I recommend the following system that I’ve used consistently over the years. You can use the following simplified 6-step Management System to run a business function and it covers most requirements…  Read More >

Building Teams: Creating a Successful Organizational Culture

A couple of years ago I wrote “What is a Company Culture and why CEOs must care?“.  There I mentioned that there is no universal definition of an organizational culture.  But how can we then define culture? Let’s start with Wikipedia – Wikipedia defines Organizational Culture as follows: a company culture is…  Read More >

Category: CEO/ Leadership

Organizational Issues That Prevent Effective Leadership

There are several problems that organizations face with a typical/average manager based on research published in the Harvard Business Review.  It turns out that many “leaders” are actually not able to perform a leadership function effectively.  It is a real obstacle for companies if someone who is supposed to be…  Read More >

Leading Teams: Adaptive & Situational Servant Leadership

A lot of folks in the business world have senior titles but don’t understand how to lead. There is a difference between managing people and actually being a true leader. Many managers are task-masters who know how to control and crack the whip, not how to lead. Dwight D. Eisenhower,…  Read More >

Category: CEO/ Leadership

Building Teams: Leadership Lessons for CEOs from 150+ Books on Leadership (Over 20+ Years of Reading)

Here is what I learned reading well over 150+ books on Leadership (over 20+ years of reading)
Over the past 20+ years I’ve always had an interest in Team and Organizational Leadership and have read well over 150+ books on the topic of Leadership (including insights from biographies on leaders like Washington, Lincoln, Churchill, Carnegie, and many modern executives and leaders, etc.).  I think it was only…  Read More >

The CHAMP Selling System (& the Book)

It’s been over a decade since I developed the CHAMP Selling System (part of which is the CH.A.M.P. qualification acronym that some organizations use today to qualify Leads and Opportunities). I started working on it after selling at IBM and realizing that I was hoping for a different and more…  Read More >