All Stories

Chapter 3: Five Desks –  On Being a Role…

  It’s two months later, and the Toyota Rosegarden /Toyota Brookdale kerfuffle ended up being a blessing in disguise. News of SparkLight’s platform bug...
Tom Mohr Tom Mohr
10 min read

Chapter 2: Three Desks –  On Leader Virtues

  The $500,000 in new investment from Anik is burning fast. Six months have passed, and the apartment is crowded. Three desks, five people....
Tom Mohr Tom Mohr
9 min read

Chapter 1: One Desk  –  On Human Dynamics

Leadership is not a cloak thrown over your shoulder. It’s your life.   You are the founding CEO of a thirteen-month-old tech startup, SparkLight Digital....
Tom Mohr Tom Mohr
9 min read

The Sales Ready Product: Compressing B2B Sales Cycles  –…

  The traditional enterprise go-to-market model — lead capture, nurture, sell, install the product, launch the customer, and finally expand usage — forces a prospect into a feature/function...
Bill Portelli Bill Portelli
9 min read

Introduction: Overview of the People Design Framework

  If you are a tech company CEO, you know that the true value of your company resides in the hearts and minds of...
Tom Mohr Tom Mohr
5 min read

The Sales Ready Product: Compressing B2B Sales Cycles  –…

A better way to build your company and products   Let’s talk about the productivity of your go-to-market (GTM) engine. Are you converting at least...
Bill Portelli Bill Portelli
8 min read

The Essence of People Design

A short video introducing People Design, a book by Tom Mohr, CEO and founder of CEO Quest.  People Design (the second book by Tom Mohr...
Tom Mohr Tom Mohr
19 sec read

Scaling the Revenue Engine — Chapter 24: Building the Revenue Engine…

As you redesign the revenue engine, you must run it. Over the past 23 chapters, we’ve painted a picture of revenue engine best practice. Now...
Tom Mohr Tom Mohr
5 min read

Scaling the Revenue Engine — Chapter 23: Expand

Expansion is explosive. This chapter concerns the Expand domain of the Bow Tie: Consider the happy customer. Once upon a time, this prospect knew...
Tom Mohr Tom Mohr
6 min read

Scaling the Revenue Engine — Chapter 22: Stabilize

“They set me up, settled me in, and showed me success,” said the satisfied customer. This chapter concerns the Stabilize domain of the Bow...
Tom Mohr Tom Mohr
4 min read

Scaling the Revenue Engine — Chapter 21: Launch

Customer love lessens when a launch lingers. This chapter concerns the Launch domain of the Bow Tie: You just closed another deal. Awesome! Now what?...
Tom Mohr Tom Mohr
6 min read