Creating Cadence and Operationalizing Your Forecast
To create a cadence is to make something rhythmical, to give it tempo. When it comes to leading marketing and sales teams, establishing a cadence is crucial to realizing forecast objectives. Operating without a well-defined cadence is banking on hope. Many marketing...
Empathy, Uncertainty, and Business Growth
As I walked down Summer Street in Boston to the opening day of Inbound ‘17, the sign in front of the Convention Center read “Build a Future on Empathy.” As strongly as that statement resonates with many of us in marketing and sales, in many businesses empathy (both for customers and colleagues) has a neurologically embedded and powerful foe: our brain’s intolerance for uncertainty. To better understand our customers and better manage our businesses, we need ways to prevent uncertainty from driving our decisions.