Chasing Stars The Myth of Talent and the Portability of Performance By Boris Groysberg Executive Summary “Chasing Stars” is a major contribution to talent management literature. Based on extensive research by Harvard Business School Professor Boris Groysberg, the book challenges the idea that top performers can easily transfer their success from one organization to another. The Core…
Executive Summary: Forget Everything You Thought You Knew About Sales Let’s be honest—if you’ve spent any time in sales, you’ve probably been told (over and over) that relationships are everything. “People buy from people they like,” right? Well, “The Challenger Sale” flips that on its head. Based on a massive study by the Sales Executive…
How to building champion relationships to close enterprise B2B deals through internal influence. Part 1: Making the Mental Shift Prologue: Just Like That No Champion, No Deal Life Inside the Enterprise Part 2: Designing the Buyer’s Journey Building Your Pipeline Around Buying Behavior & Bias The Buyer’s Emotional Journey Account Maps That Actually Win Deals…
