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Exploitation and Exploration – a Modern Spin on Hunters and Farmers

In their book Lead and Disrupt: How to Solve the Innovator’s Dilemma, Charles A. O’Reilly (Professor of Organizational Behavior at Stanford Graduate School of Business) and Michael Tushman present a number of case studies of “ambidextrous” managers running organizations built Read more ›

Best Practices: Outbound Teleprospecting for Complex Products for Enterprise Business

As I have written earlier in this blog, a teleprospecting campaign can yield substantial results for sales of complex products targeted at enterprise business prospects. These substantial results can amount to high quality sales leads, depending on how successfully the Read more ›

I’ll have an address book, make it fancy . . .

It’s well known in the intangibles business (including executive search, staff augmentation, advisory, management consulting, etc) that a sales person with an address book is a valuable commodity.  No rocket science about it.  But why? The reasoning is inherent to understanding intangibles as commodities. Intangibles have Read more ›