Fouad Zeitoun

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Why Sales Organizations Fail

What prevents a sales organization from achieving success? After studying hundreds of sales organizations, I have found the answer to this question is directly related to the challenges associated with their development stage.<p>Every sales organization can be classified based upon whether it is in a …

Four Mistakes to Avoid When Predicting Competitors’ Moves

Since 1986, Byron Wein, Vice Chairman Blackstone Advisory Partners (part of the Blackstone Group), has been offering 10 predictions for the coming year. Most years he is about 50 percent correct. But for 2013 he was only about 15 percent on target. Gold did not reach $1,900 an ounce. Iran did not …

Stop Trying to Predict Which New Products Will Succeed

When is it possible to predict a product’s success? How you answer this question may be the most important factor in how you design your product development process — and, ultimately, in whether your business succeeds or fails.<p>Is market performance predictable for a specific product or class of …

Diagnose Your Customer Culture

What happens when you deliver poor customer experiences and get complaints? You might ignore your customers — or worse, blame them — and lose them for life. Or you might fix their problems and earn their loyalty. What you and your employees will do depends on your customer culture.<p>In truly …

Three Ways Leaders Can Listen with More Empathy

Study after study has shown that listening is critical to leadership effectiveness. So, why are so few leaders good at it?<p>Too often, leaders seek to take command, direct conversations, talk too much, or worry about what they will say next in defense or rebuttal. Additionally, leaders can react …

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Three Long-Held Concepts Every Marketer Should Rethink

One of the strongest held beliefs among marketers is that brand plays an important—even crucial—role in consumer decision-making. But recent developments in consumer electronics should make us all stop and think. Consider two examples: Roku, a virtually unknown brand, captured significant market …

The Big Lie of Strategic Planning

All executives know that strategy is important. But almost all also find it scary, because it forces them to confront a future they can only guess at. Worse, actually choosing a strategy entails making decisions that explicitly cut off possibilities and options. An executive may well fear that …

The Cure for the Common Corporate Wellness Program

No major and widely embraced employee productivity enhancement initiative has veered farther off course than wellness. Instead of supporting employees already undertaking their own self-improvement plans and encouraging others to start them, wellness has morphed in many directions that increasingly …