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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 Post #2 — Where Time Matters

When time matters (for a company with a complex product for enterprise customers), and capital is limited, the lead generation strategy should be built, at least in part, around outbound teleprospecting, but without an effort to survey prospects. I am 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 ›