How Listening Skills Create New Opportunities | Customer Journey: Kami, Part 4 of 7
Listening improves understanding and helps to get buy in. Customer Journey Series: Kami This article is part of a customer journey series following “Kami,” a sales leader in pharma managing competitive changes and new leadership. Her journey explores building leadership confidence, managing up, navigating organizational change, and positioning herself for the next level. Each post […]
Managing Up and Down at the Same Time | Customer Journey: Kami, Part 3 of 7
Ask more questions and help them reflect more. Customer Journey Series: Kami This article is part of a customer journey series following “Kami,” a sales leader in pharma managing competitive changes and new leadership. Her journey explores building leadership confidence, managing up, navigating organizational change, and positioning herself for the next level. Each post explores […]
How to Be More Confident and Stop Micromanaging | Customer Journey: Kami, Part 2 of 7
Kami learned to quiet her insecurities and become more flexible on execution. Customer Journey Series: Kami This article is part of a customer journey series following “Kami,” a sales leader in pharma managing competitive changes and new leadership. Her journey explores building leadership confidence, managing up, navigating organizational change, and positioning herself for the next […]
Speaking Up and Finding Your Voice | Customer Journey: Kami, Part 1 of 7
Kami recognized that changes were coming, and she wanted her team to be positioned for them. Customer Journey Series: Kami This article is part of a customer journey series following “Kami,” a sales leader in pharma managing competitive changes and new leadership. Her journey explores building leadership confidence, managing up, navigating organizational change, and positioning […]
The Leadership Shift from Subject Matter Expertise to Strategic Partnership | Customer Journey: Oliver, Part 5 of 5
At first, empathy was deeply counterintuitive for Oliver. He had built his career on being the person with the answers. To become a strategic partner, he would have to change his leadership style. Customer Journey Series: Oliver This article is part of a customer journey series following “Oliver,” a CTO in a pharma company scaling […]
How to Break Through When Collaboration Gets Tough | Customer Journey: Oliver, Part 4 of 5
The legal team was very risk averse and getting in the way of progress. Oliver uses trust to promote cross-functional collaboration. Customer Journey Series: Oliver This article is part of a customer journey series following “Oliver,” a CTO in a pharma company scaling up to begin commercialization for a new drug. Oliver was facing a […]
Strategies to Get People Aligned and Moving Forward | Customer Journey: Oliver, Part 3 of 5
Break down the silos and show everyone that the problems are everyone’s problems. We need team alignment to work together to solve them. Customer Journey Series: Oliver This article is part of a customer journey series following “Oliver,” a CTO in a pharma company scaling up to begin commercialization for a new drug. Oliver was […]
How Empathy Builds Trust at Work | Customer Journey: Oliver, Part 2 of 5
Oliver learns that empathy is a method for uncovering the fears, concerns, and risks that prevent organizations from moving forward. Customer Journey Series: Oliver This article is part of a customer journey series following “Oliver,” a CTO in a pharma company scaling up to begin commercialization for a new drug. Oliver was facing a growing […]
When You Stop Solving Other People’s Problems | Customer Journey: Oliver, Part 1 of 5
Over the six months I worked with him, Oliver made a profound shift from being a solver of problems to becoming a strategic partner for collaborative solutions. Customer Journey Series: Oliver This article is part of a customer journey series following “Oliver,” a CTO in a pharma company scaling up to begin commercialization for a […]