Blog Addressing Organisational Thickening: Strategies for Executive Leadership Ilan Gross 26 April 2024 Understanding organisational Thickening Introduction to Organisational Thickening Organisational thickening poses a significant challenge as companies evolve, characterised by increased resistance to change and scepticism towards new data. This issue can severely impede a firm’s adaptability and innovation, affecting its competitive edge and operational efficiency. Resistance to Change: Symptoms Decreased Agility: The reluctance to adopt new methodologies or technologies results i ..read more

Blog Rethinking CRM Pipeline Prioritisation: Common Mistakes and Superior Strategies Ilan Gross 22 April 2024 Understanding CRM Pipeline Prioritisation: Why Change is Needed Are you confident in how your organisation prioritises its CRM pipeline? Many companies believe they are on the right track, but often, they rely on outdated or superficial methods that don’t truly align with their strategic goals. It’s time to look beyond conventional methods and adopt a more effective approach. Common CRM Prioritisation Mistakes That Limit Business Growth Traditional CRM pipeline prioritisatio ..read more

Blog Mastering CRM with Moneyball: A Strategic Guide for Sales Success | Lumen Business Ilan Gross 22 April 2024 What is Moneyball? Moneyball is a revolutionary approach to team management and player evaluation that originated in baseball. Popularized by the Oakland Athletics under the leadership of Billy Beane, it leverages advanced statistical analysis to uncover undervalued athletes. By focusing on metrics like on-base percentage and wins above replacement, rather than traditional statistics such as batting averages and RBIs, Moneyball allows teams to assemble competitive rosters on ..read more

Blog Understanding the Risks of Solely Relying on Data-Driven Decisions | Lumen Business Ilan Gross 16 April 2024 The Risks of Relying Solely on Data-Driven Decisions In the era of big data, making decisions based on metrics and analytics has become commonplace. However, while data-driven decision-making can provide significant advantages, it is crucial to recognize its limitations and potential pitfalls. In this post, we’ll explore why relying solely on the data organizations have might not always lead to the best outcomes. A critical question always to ask is: What about the data we d ..read more

Blog Distinction Between a Problem and Its Cause: A Key to Effective B2B Sales Ilan Gross 9 April 2024 The Distinction Between a Problem and Its Cause: A Key to Effective B2B Solutions In the realm of B2B sales, distinguishing between a problem and its underlying cause can often blur, leading to misdiagnoses and ineffective solutions. Understanding this distinction is crucial for delivering solutions that not only address the immediate issue but also resolve the underlying cause, ensuring long-term success and client satisfaction. Distinguishing Symptoms from Diseases Many organ ..read more

Blog Innovate to Win: Lessons in Competitive Strategy from Jack Welch Ilan Gross 9 April 2024 Unlocking Innovation: Embracing Jack Welch's Legacy for Competitive Advantage An invaluable lesson from the storied tenure of Jack Welch at General Electric (GE) resonates deeply with the ethos of Lumen Business. Welch, renowned for steering GE through an era of unprecedented growth from 1981 to 2001, left behind a legacy marked not just by financial success but also by his innovative management strategies. The Danger of Homogeneity Recognizing Echo Chambers One of Welch’s pivotal insight ..read more

Optimizing B2B Content: In-House Team Strategy for Cost-Effective Excellence Building an In-House B2B Content Team: A Cost-Effective Strategy for High-Converting Content In the competitive world of B2B marketing, the quest for high-converting content often leads businesses to seek out top-tier freelance writers. While the allure of hiring a high-end writer is strong—given their ability to craft content that resonates deeply with customers and converts—the cost ($700 for 1,000 words and above) can be prohibitive. Moreover, relying heavily on a single or a few expensive freelancers can pos ..read more

In today’s digital landscape, businesses seek technologies that drive growth and efficiency. Generative AI stands out, offering solutions that transform operations and decision-making across sectors. This blog presents “10 Ways Generative AI Can Help Enterprises,” detailing how this technology enhances processes like proposal generation, communication, sentiment analysis, and content creation. Generative AI is reshaping industries, from B2B enterprises needing detailed market analysis to retail giants focusing on customer retention. Whether streamlining legal research or automating custome ..read more

How to create a B2B Positioning Strategy with Lumen In the complex and ever-evolving world of business-to-business (B2B) markets, finding a distinct and effective positioning for your brand is akin to navigating a labyrinth. With the marketplace crowded and competitive, establishing a clear, differentiated position is not just challenging but crucial for survival and growth. Lumen’s innovative approach to B2B positioning is designed to tackle these challenges head-on, offering a path to not just survive but thrive in this dynamic environment. The Essence of B2B Positioning At its core, B ..read more

Introduction: CRM Implementation vs. Strategy: Navigating Success in Customer Relationships In this post, we’re tackling two crucial components of customer relationship success: CRM implementation and CRM strategy. While they might sound similar, they play very different roles in a business. Implementation is all about getting your CRM system up and running smoothly, focusing on the technical side of things. Strategy, however, is the game plan for using that system to really connect with your customers and grow your business. We’ll dive into what each entails and how balancing both can lead ..read more