Short-Term/Long-Term

I had a hard time deciding what to title this post. The subject was clear. This post would be about the balance between strategic positioning work and tactical activities. That is, the balance between driving enterprise value over the long run and enabling 90-day results. The word ‘balance’ is what threw me. Balance implies equality, but in a quarterly culture that favors short-term over long-term, sales and marketing activities are anything but balanced. Imbalance more accurately reflects the weighted state in which organizations operate today. The reality is that this balancing act is...

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