Stay ahead with customer value thinking.

In 2016 and 2017, I joined a large global manufacturing company as a Value Coach to assist them in their value transformation in Europe. The project lasted 18 months and was a very transformational experience for the teams and for me. This is when I realized that all I knew about customer value management was not enough. I had to go deeper in concepts of change management, transformational leadership, and mindset change. I started studying Carol Dweck’s work on mindset and bought her bestselling book called Mindset: The New Psychology of Success[1]. This is not a business book, but its...

Transformations are hard. They take a while and have the potential to challenge the fabric of any organization. When you transform, you go deep into the culture, the organization's DNA, and the ways of working to achieve irreversible change. That is the ultimate goal.

If you are an avid reader, you might have seen lots of posts and discussions on the topic of “The Great Resignation” in recent months.  This is a serious matter, and it does not appear as if though it will cease anytime soon. If you have not read anything about it, we provide some perspective in this first of three blogs so that you can get up to speed. Many people thought this phenomenon was temporary and mainly due to the COVID-19 pandemic. But the trends show something different and deeper is happening to the U.S. workforce. There is nothing temporary in this tsunami of resignation and it...

47 million people quit their jobs in 2021. Some chose a different career path. Others took a break and simply want to retire. Overall, this is a major shift in the workforce landscape, and it is far from over. Right now, in the USA, there 11 million open positions and 9 million workers sitting on the sideline. Additionally, there is a drought of specialized skills in engineering, sales, and accounting for example. If you are a CRO needing resources to scale, your HR leadership team must be your best friend right now. But facing The Great Resignation is not just an HR and talent acquisition...

No industry is immune to The Great Resignation, especially in the go-to-market realm. Salespeople may be particularly susceptible to the phenomenon for a variety of reasons including but not limited to working 100% remotely, timing of the commission payments, pay levels due to increased uncertainty, and a lone-wolf mentality that can quickly lead to burnout and a lack of attachment to their teams.

Traditional sales and marketing are becoming obsolete. What a bold statement! It is not one of mine. It is a statement borrowed from the latest blog on HBR.org[1]. With the disappearing sales process and the digitalization of go-to-market activities, there is a new reality as follows: