Mastering Strategic Planning

Most enterprise sellers are about to become irrelevant. Here's why (and what to do about it): The strategic sales role is being rewritten in real time. And most sellers aren't ready. The sobering reality (source: RAIN Group): • 52% of sales leaders can't find strong talent • 43% are struggling to sell in uncertainty • 40% can't generate qualified leads • 33% are failing to develop their teams But here's what most people are missing... The sellers who survive, and ultimately thrive, will master 1 thing: They stop pushing products and start positioning perspectives. They become point-of-view experts who think like business operators, not product pushers or order-takers. The 3 questions your C-Suite buyers are losing sleep over: 1. Is my business model relevant for the future? 2. Is my organization designed with the right partners? 3. Am I still personally relevant? Your prospects don't need you MEDDPICCING them to death. They need strategic insights that help them answer these existential questions. Think about it: • AI automates average (and most sellers are average) • Economic uncertainty demands strategic thinking • Executives are drowning in vendor noise The opportunity? Position yourself as the strategic advisor who brings clarity to chaos. Stop selling products. Start positioning transformative insights. Here's how the top 1% are already adapting: → They're diagnosing, not demoing → They write narrative memos that executives forward internally → They facilitate strategic conversations (not product pitches) → They co-create solutions instead of presenting them The bottom line: Sellers who can't evolve from pitch-givers to strategic advisors won't survive the next 24 months. But those who make this shift? They'll earn more while grinding less. The future belongs to POV experts. 🐝 P.S. The sellers I work with who've made this transition are closing bigger deals in shorter cycles. One just landed a $7.8M transformation deal by positioning himself as a strategic advisor, not a vendor. That's the power of becoming a point-of-view expert: https://lnkd.in/eipueZFZ

By 2025, sustainability won't just guide projects... It will decide their destiny. 🌍 Imagine a world where every project is measured not only by cost and schedule but also by its carbon footprint, resource efficiency, and community impact. A world where success is defined by the value projects create for the planet and society, not just their immediate stakeholders. Sustainability will no longer be a nice-to-have or a PR tool — it will define project viability and transform how we work: • Embedding sustainability at the core of project management: From ideation to execution, incorporating sustainability metrics will be as critical as traditional KPIs like budget and timelines. Decision-making will pivot on factors like circular resource use, energy efficiency, and biodiversity preservation. • Aligning with global frameworks like the SDGs: Projects will increasingly be evaluated on how they align with the United Nations' Sustainable Development Goals (SDGs). Stakeholders will expect clear evidence of contributions to goals like climate action, reduced inequalities, and responsible consumption. • Driving accountability and transparency: Measuring and reporting metrics such as carbon emissions, waste reduction, and long-term community impact will be critical for securing funding, gaining stakeholder trust, and enhancing public credibility. 💡 The key to thriving in this environment? Proactive action. Leaders who adopt sustainability as a strategic priority will unlock: • Competitive advantage by differentiating their projects as forward-thinking and responsible. • Resource security by demonstrating alignment with environmental goals, attracting partnerships, and accessing green funding. • Resilience by designing projects that adapt to changing environmental, social, and economic conditions. This shift isn't just about responsibility — it's about innovation, leadership, and building a future-proof strategy. As we head toward 2025, organizations that embrace sustainability will deliver value today and inspire generations to come. 🔥 This is idea 9/10 in my series: 10 Big Ideas for 2025. Tomorrow, I’ll reveal the 10th and final idea — don’t miss it! Let’s build a future where sustainability drives success, ignites creativity, and delivers impact that lasts beyond a single project. 🌟 I’d love to hear your thoughts on this! How is your organization adapting to these shifts? Let’s discuss. 👇 Have an incredible day! Ricardo #BigIdeas2025 #SustainableLeadership #FutureOfWork #Innovation #Leadership2025 #Sustainability #Transparency #Resilience #LinkedInThoughtLeadership

As leaders, the clarity of our vision and mission not only defines the path our organization follows but also the impact we make. The true power of a vision and mission lies far beyond the pages of our strategic plans. They are not just statements; they are the heartbeat of our organization. Here’s how I approach cultivating a leadership style deeply rooted in our vision and mission: Define Clearly: A clear and compelling vision and mission is the starting point. It should not just guide your company's strategic decisions but also inspire every team member to strive for excellence. Communicate Effectively: Regularly communicate the vision and mission through all layers of the organization. This ensures that every employee, from the executive team to the front line, understands not just the 'what' but the 'why' of our daily operations. Align Strategically: Every goal and strategy developed should directly support the vision and mission. This alignment turns abstract concepts into concrete actions, driving the organization forward. Empower Relentlessly: Empower your team by tying their personal and professional growth to the company’s larger objectives. This not only motivates but also embeds the vision and mission into the organizational culture. Celebrate and Learn: Take time to celebrate the milestones while also reflecting on the setbacks. Each success and challenge is an opportunity to reinforce the vision and refine our approach. Review and Revise: The business landscape is ever-evolving, and so should our vision and mission. Regular reviews allow us to stay relevant and responsive to industry changes and internal growth. By embedding our vision and mission in these practical ways, we do more than lead; we inspire. Let's strive not only to achieve our goals but to empower our teams and lead with purpose. #vision #mission #culture #organizationculture #team #growth #LeadwithRajeev #leadership #strategy

What Should Leaders Really Be Focusing On for 2025 and Beyond? Leadership isn’t what it used to be. The challenges we face today, let alone those on the horizon, are forcing even the most seasoned leaders to rethink how they lead, inspire, and deliver results. As 2025 approaches, here’s a question to reflect on: What are you doing to stay ahead of the curve? The world is moving fast. AI, hybrid workforces, climate pressures, shifting generational expectations, and geopolitical uncertainty are all reshaping the playing field. The old playbook isn’t going to cut it anymore. To thrive, leaders must embrace a new kind of leadership - adaptive, human-centered, and laser-focused on building resilient, high-performing teams. Here are the key areas I believe leaders must develop to stay ahead in 2025: 1. Future-Focused Vision It’s no longer enough to just react to change, you need to anticipate it. The leaders of tomorrow are those who can balance short-term performance with long-term vision. Are you scanning the horizon for opportunities and risks? And more importantly, are you communicating that vision in a way that energises your team to action? 2. Emotional Agility The human side of leadership has never been more critical. Teams want leaders who are real. Emotional intelligence, empathy, and the ability to navigate complexity with calm and confidence are essential. How are you building trust and fostering psychological safety within your teams? 3. Tech-Savvy Leadership AI isn’t coming, it’s already here. Leaders need to embrace technology, not fear it. This doesn’t mean you need to be a technical expert, but you must understand how tech can drive innovation and empower your teams. Are you leveraging AI to streamline processes, enhance decision-making, and unlock creativity? 4. Resilience as a Strategic Advantage Whether it’s navigating market volatility or leading through change, resilience is a muscle every leader needs to strengthen. How are you modeling resilience and equipping your teams to thrive under pressure? 5. Purpose-Driven Leadership People, especially the rising Gen Z and Gen Alpha workforce, are demanding more than just paychecks. They want to work for leaders who stand for something. Are you leading with a clear sense of purpose? How are you creating a culture that inspires loyalty and meaning? 2025 is not just another year, it’s an inflection point. The leaders who succeed won’t just adapt; they’ll lead the charge into the new era with courage, clarity, and compassion. So, here’s my challenge to you: Take a moment this week to ask yourself, What’s one thing I need to change or develop to become the leader my team and my organisation need for the future? And then take action. Because the future of leadership isn’t waiting. It’s already here. Let’s build it together. What’s your priority for 2025? I’d love to hear your thoughts. Drop a comment or message me directly, let’s start a conversation that matters.

🚨 Uncertainty is near an all-time high 🚨 Since 1985, the U.S. Federal Reserve has tracked an uncertainty index—and it's now skyrocketing, fast approaching its pandemic-era peak. But you can THRIVE in these conditions. Here are 8 ways to do it: 🔹 1. Uncertainty Matrix – Map out what’s certainly known, certainly unknown, unevenly recognized in your organization, and critical blind spots. 🔹 2. Scenarios – Develop a few truly distinct scenarios (not just based on your company’s outcomes, but on market shifts). What actions can you take today to thrive in each future scenario? 🔹 3. Portfolio Plan – Assess the risk level, risk type, and maturity of your investments. Think of it as a diversified portfolio—how will it hold up in different market conditions? 🔹 4. Platforms vs. Products – Shift from rigid products to flexible platforms. Netflix, for example, is a platform that can evolve with the market—traditional broadcast networks do not. 🔹 5. Capture New Markets – Disruptive events create major opportunities. Fintech boomed after the financial crisis—where’s your industry’s next opening? Consider all dimensions: goods companies can grow into non-tariffed services, you can expand geographically, and more. 🔹 6. Agile Planning – Static, annual strategic plans don’t work during high uncertainty. Instead, focus on dynamic strategies that separate fixed priorities from adaptable tactics. 🔹 7. Reduce Inter-Dependencies – Create modular, flexible value propositions that can have both more agility and lower costs. 🔹 8. Put Customers First – Your customers’ Jobs to be Done remain constant—use them as your North Star for strategy, cost reduction, and option development. 📚 Want to go deeper? Our materials on FutureCasting and the book Rogue Waves address approaches 1 – 4, our book Capturing New Markets tackles point 5, our book The Innovative Leader focuses on point 6, and our books Costovation and Jobs to be Done concentrate on points 7 and 8. Dig into them or get in touch for a discussion. Uncertainty = Opportunity. Seize it!! 🚀 #Leadership #Strategy #Innovation #JobsToBeDone #Growth #Agility

Smart leaders see new technologies, geopolitical strife, and other uncertainties as opportunities to outperform. From the pandemic-induced digital acceleration to the ongoing #AI revolution, businesses have been caught in a whirlwind of change, which has been exacerbated by new geopolitical tensions and an increasingly uncertain regulatory landscape. A savvy enterprise can leverage market, trade, and technological disruptions to overtake its rivals—provided it has practiced the #leadership skills it needs to thrive when long-standing rules no longer apply. Leaders in #technology sectors need to be particularly adept at navigating their organizations through uncertainty because they grapple with higher levels of disruption and volatility. McKinsey & Company has identified five strategic moves that help companies build the resilience they need to thrive in periods of uncertainty and tumult: 1. Explore new places to play 2. Continually evolve your business model 3. Deploy your best talent in the most critical roles 4. Reallocate resources to the highest growth areas 5. Increase performance via strategic M&A Our current moment of technological disruption, led by developments in #ArtificialIntelligence, presents a new opportunity for companies and leaders to separate from the pack. More insights and best practices from Dell Technologies CEO Michael Dell, GlobalFoundries Executive Chairman Thomas Caulfield, HubSpot CEO Yamini Rangan, GoDaddy CEO Aman Bhutani, and Juniper Networks CEO Rami Rahim in the article attached.

Across industries, clients are sharing with me that something quiet, yet significant, is unfolding in boardrooms: strategic planning is being fundamentally rethought, not just refreshed. Two signals are driving the shift: 1️⃣ Corporate Restructuring Is Accelerating Kraft Heinz’s decision to split into two companies is just one recent example. We're seeing more leadership teams acknowledge that legacy structures built for scale may now be barriers to growth: nimble entities are far more adaptable in uncertain times. In my own practice, I’m currently working with a large-scale healthcare executive client reorganizing around service-line profitability (not geography), and a fintech firm exploring spinouts to unlock value in client-driven capabilities. Clarity is the new currency and leading strategy discussions. Exclusionary growth-oriented strategies are passe. 2️⃣ Capital Markets Are Opening Back Up Another observation is that IPO momentum is returning. Axios recently reported up to 60 IPOs are expected before year-end. Klarna, Gemini, and others are moving forward, and even mid-market firms are reevaluating M&A plans. One client postponed a deal this summer, not because of funding obstacles, but to sharpen their investor story in light of the competition. The most impactful shift? Strategic planning itself is being rebuilt. Traditional planning models are losing trust and relevance. In today’s politicized and noisy environment, many of my clients are curating their own data ecosystems. Some have added “noise filters” to adjust for narrative manipulation. Others are shortening cycles from annual to rolling 6–9 months. Here are 3 practices I’m seeing among forward-looking orgs: ✅ Scenario Loops over Static Models Dynamic updates based on volatile indicators (commodities, regulation, consumer trust) guide real-time adjustments. ✅ Strategy + Structure Are Now Linked One tech firm redesigned its org chart during its strategy retreat, not 6 months later. ✅ Investor Storytelling Is Part of Planning Especially for firms near funding or IPO, strategic planning now includes a messaging track. My O&G CFO client called it their “Investor GPS.” As you prepare for your next planning cycle, ask: ·       Is our structure aligned for where we’re going, not just where we’ve been? ·       If the capital window opens, are we ready? ·       Are we telling a story the market believes? In 2026, strategy is more abut being directionally clear, structurally agile, and ready to move. #ExecutiveLeadership #StrategicPlanning #CapitalMarkets #IPO #CorporateRestructuring #2026Strategy #BoardLeadership

The B2B Sales Strategy Grid Think your team is “strategic”? Check what layer you're really operating in. ------------------------------ ⇢ FREE RESOURCE: Sales Cheat Sheets (Discovery, LinkedIn, Methodologies) https://lnkd.in/emJY_De5 — Most reps live in Layer 1. "More dials = more deals." But top sales orgs evolve - from chaos to clarity. Here’s the 7-level framework that shows exactly how 👇 🧱 1. Activity-Driven → Volume > precision → No targeting, no personalization → Reps confuse effort with progress → Pipeline is chaotic 💬 2. Message–Market Fit → Clarify ICP and pain → Kill weak pipeline early → Start refining messaging + sequences → Forecasting begins to stabilize 🚦 3. Pipeline Control → Define deal stages → Disqualify fast → Align playbooks across team → Handoffs between AE/SDR/CS tighten 🔁 4. Sales Systemization → Codify flows: discovery, objection, demo → Conversion & velocity tracked by source → Coach based on facts, not feelings 📊 5. Insight-Driven Sales → Win/loss reviews → Top rep behavior gets modeled → Ops handles 80% of onboarding → Playbooks train new reps fast 📈 6. Scalable Enablement → Repeatable outbound engine → Sales feedback shapes roadmap → Leadership runs on metrics, not anecdotes → “Can this scale without me?” 🏛 7. Strategic Sales Org → Sales becomes a growth lever, not a gamble → GTM teams are fully aligned → Coaching loop is built-in → Strategic decisions driven by data — If your sales org is stuck in Layer 2 or 3, it’s not broken. It’s just not built for scale yet. This grid shows what to fix, and what comes next. 📬 Subscribe for proven sales frameworks, daily insights & free resources: https://lnkd.in/e3-PqiCW (already 35,000 sellers are on board)

30% profit growth emerged with just one CEO confession that changed everything… "Venkat, although business is doing well and I have a good team, my intuition tells me we're leaving millions on the table. We're playing below our potential." This wasn't a struggling business. They were profitable. Their team was solid. But something wasn't clicking. That honest acknowledgment became the catalyst for a 30% profit increase within just 12 months. Here's how we transformed their sales approach: 1. We reversed their planning process Most sales teams look backward when planning: "We made 100 sales last year, let's aim for 120." Instead, we shifted their perspective to look forward - examining how many customers actually needed their solution. The revelation? Their potential customer base was 100 times larger than they had initially estimated. 2. Prioritize battles worth fighting You can't win every deal. A person who defends everything, defends nothing. We helped them identify and qualify the most promising opportunities where they could make the biggest impact. But here's the crucial difference - we didn't just create plans in isolation. They sat with their customers and validated: "Does this work for you?" 3. Tap into customer insights Their team engaged with senior leadership at their top three accounts. Each conversation revealed opportunities hiding in plain sight. These weren't just sales calls - they were strategic discovery sessions that uncovered value neither side had previously recognized. 4. Established meaningful accountability We implemented weekly rhythms that drove results. Rather than cursory Friday evening data reviews, we dedicated time to interpreting those numbers and creating actionable plans. This wasn't about more meetings - it was about making meetings matter. 5. We built for the future, not just today We asked the pivotal question: "What kind of team do we need three years from now?" This meant transforming their managers from order-givers into coaches who could elevate their teams' potential. When managers coach rather than command, the entire organization elevates its performance. Remember, your untapped potential is your biggest opportunity hiding in plain sight. Don't just focus on what's directly in front of you. Look up, look around, and see the value others are missing.

CS Leaders, it’s time for some real talk. 🗣️ We’ve come a long way, haven’t we? In 2023, we honed skills that got us here—things like customer empathy, strategic account planning, scaling and team enablement. All critical. But as we head into 2025, the market is sounding the alarm: good isn’t good enough anymore. The future of Customer Success demands we double down on three key areas: 💰 Financial Literacy We’re not just relationship managers anymore; we’re stewards of customer ROI. Know how to read a P&L, build a business case, and speak the language of CFOs. It’s no longer optional—it's table stakes. 🤝 Cross-Functional Collaboration CS doesn’t win in isolation. Sales, Product, Marketing—our fingerprints need to be on all of it. Whether it’s rallying internal teams to solve a customer issue or driving company-wide adoption of NRR as the North Star metric, collaboration is your new superpower. 📊 Data Analysis Gut feelings? Nice to have. But actionable insights? Non-negotiable. Understand your customer data, segment like a pro, and leverage it to predict churn, identify upsell opportunities, and prove CS’s impact on the business. Now, let’s be clear: context matters. Early-stage companies? Your focus might need to be on data integrity and process design—because scaling bad data or broken processes is a one-way ticket to chaos. Mature orgs? You’re likely fine-tuning these areas, diving deep into optimization and automation. As I always say: it depends. But zooming out? The macro message is clear: The market is raising the bar, and these skills are your ticket to staying ahead. CS leaders, how are you leveling up your teams for this new era? Are you prioritizing these skills—or others—for 2025? Interested in your thoughts.