Monthly Archives: May 2015

How to Conduct a Black Hat Decision Review

A Black Hat Decision Review is a great way to get all the perspectives, pro and con, on the table and to enable your team to make the best possible decision, with your most important risks considered and mitigated.  (By … Continue reading

Posted in Client Relationships, Critical Thinking, Team Development | Leave a comment

Cease Fire: Part 3: Collaborate to create an integrated set of metrics

Hi, this is Jim Cooper and welcome back to “It’s not just about the numbers!” This is the third post in our series on increasing alignment between sales and marketing.  In part 1 of this series, Susan Tormollen and Jim laid … Continue reading

Posted in Equity, Leadership, Organizational Teamwork, Sales-Marketing Collaboration | Leave a comment

Lead with Empathy

Famous marketing executive Bruce Turkel tells the story about a magnificent piece of business that was won, and then lost, in the space of an hour. It was a really, really, big opportunity …. And it was lost because of … Continue reading

Posted in Emotional Intelligence, Personal Connection | Leave a comment

Cease Fire! Part 2: Declare a strategic alliance between sales and marketing executives

In part 1 of this series, Susan Tormollen and Jim laid out five initiatives that you could establish to tighten the alignment between sales and marketing: 1. Declare a strategic alliance between sales and marketing executives 2. Create an integrated … Continue reading

Posted in Leadership, Organizational Teamwork, Sales-Marketing Collaboration, Team Development | Leave a comment