the ceo magazine, strategy,
Chris Bradley, Martin Hirt, and Sven Smit, Authors, Strategy Beyond the Hockey Stick: People, Probabilities, and Big Moves to Beat the Odds

Only 1-in-12 companies manage to rise from the middle of the pack to the top. Here’s how to become one of them

Several times a year, top management teams enter the strategy room with lofty goals and the best of intentions: They hope to learn from each other how different parts of their business are faring, and to mount a decisive, coordinated response to changing market conditions.

the ceo magazine, manage employees,
Kathy Palokoff, Raoul Davis Jr., and Dr. Paul Eder, Authors, Firestarters: How Innovators, Instigators, and Initiators Can Inspire You to Ignite Your Own Life

How can you ignite, fuel, and accelerate both yourself and your organization? What drives “Firestarters” -- people who create new things, disrupt conventional thinking, and start successful businesses, non-profits, and movements? We chose the Firestarter analogy in order to go beyond the business definition of entrepreneurs and capture the actions of ordinary people who light up the world by doing extraordinary things. 

the ceo magazine, sales,
John Asher, CEO, Asher Strategies

When most elite salespeople meet a new buyer in person, they will follow a simple three-step process:

 

  1. Build rapport by getting the buyer to talk about what they want to talk about.
  2. Perform a robust, disciplined needs analysis to understand the buyer’s needs.
  3. Offer a solution that is a perfect fit.

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