Mind Your Employee Experience

Posted by on September 23, 2020

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Pre-Pandemic, I conducted an ENPS (Employee Net Promoter Score) segmented by business location and mapped the scores to that organization’s NPS (Net Promoter Score) which was also segmented by business location. Not surprising to me, the scores wholly correlated, running parallel; if the ENPS was high, so was the NPS; if the NPS was middling, […]

SafeX is the new Moment of Truth

Posted by on June 25, 2020

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Recently, I was at a restaurant for the first time in over three months. As I entered the establishment I surveyed the surroundings, watching other patrons to make sure I could maintain appropriate physical distance. The person I was meeting with indicated that this was his second time at a restaurant in the same time […]

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What is a Tech Stack? -Organizational Tech Stack 101

Posted by on June 8, 2020

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The short answer is it depends. Tech Stack originated in the software development community but has since evolved, and a quick google search yields the following definition: “A tech stack is defined as the set of technologies an organization uses to build a web or mobile application. It is a combination of programming languages, frameworks, […]

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Four typical stages of classifying leads

Posted by on February 24, 2020

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The blog post below is a modified excerpt from Thriving in the Customer Age. It is one of the many highlighted insights that are outlined in the book. The typical classification of leads in B2B follows a waterfall model, starting with a Marketing Collected Lead (MCL) that becomes Qualified (MQL), which is then handed off to Sales (SQL), […]

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Closing the 80% Gap in Sales

Posted by on February 12, 2020

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Thriving in the Customer Age. It is one of the many highlighted insights that are outlined in the book. Sales team members will often claim 40–50% close rates, while industry statistic after industry statistic claims that 80% of leads are not closed. Why this disconnect? The disconnect comes in an organization’s customer-facing staff customer qualifying process. To […]

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