The Road to Value (Part 1)

Much is written about value. Even more is said about it. Value just might be the most overused word in business today. At the organization level, we hear about customer value, shareholder value, and enterprise value. At the department level, Product Management wants its products to be perceived as good value not high cost. Sales wants to sell from value rather than feature/functions. And, Marketing is measured on the value of leads and brand equity. Even support departments like Finance, IT and HR strive for value. Finance wants positive returns of value for capital deployed. IT must...

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What’s Your Question?

Good piece by Polly LaBarre. Some fifteen years ago, in the early days of starting up Fast Company magazine, co-founder Alan Webber, shared one of his rules of thumb with me: “a good question beats a good answer.” That pithy wisdom sunk in and took hold immediately. In the course of hundreds of reporting journeys and thousands of conversations with leaders, entrepreneurs, thinkers, and doers of all stripes, I’ve tuned into the questions people ask. The first thing you notice when you have your ears pricked for questions is that most people (especially businesspeople) are...

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Leads, Leads, Leads

This is the second post in my Balancing Act series. “Andy, Andy. I hear what you’re saying about awareness, but we need leads. Leads, leads, leads. Leads are what we need. Leads are what I want. Now, get me some leads!” Sound familiar? Can you guess who’s doing the talking? And who’s on the receiving end? This interplay between the CMO of a $100 million technology company and his CEO is one that happens far too often. If you haven’t witnessed or been a part of this kind of exchange, you probably will be. It doesn’t matter whether you’re the CMO or the CEO or even the Chief...

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