We are surrounded by complexity--in our business, in our communities, in our … [Read more...]
Search Results for: complexity
Reveling In Complexity
As we look at complex B2B enterprise level solutions, without a doubt, they are … [Read more...]
Chaos, Complexity, Predictable Revenue, Making “Big Moves”
For the past decade, so many have sought to mechanize selling, creating … [Read more...]
Complexity Is Just An Excuse
There is no question, our worlds are very complex. The challenges our customers … [Read more...]
Managing Complexity
It should come as no surprise to anyone that has been semi-conscious over the … [Read more...]
Judgment…..
I haven't written much about Judgment, nor do I see many others writing about … [Read more...]
Shit We Have To Stop!
This week, two separate conversations with CROs. Completely different … [Read more...]
Are Your Managers “A Players?”
This is a bit of a tough post for many readers who are leaders. It forces them … [Read more...]
Embracing Uncertainty As A Factor, Not A Flaw
For at least my entire career in selling and business, we have sought to … [Read more...]
FOMU, Seller Style
First, those of you who know me well, know my preferred acronym is FOFU, but … [Read more...]
Filtering Out The Noise…..
Underlying our GTM strategies, we've always thought our jobs is to get our … [Read more...]
Predictable Revenue
A fundamental underpinning of SaaS is the concept of Predictable Revenue. I've … [Read more...]
“Will AI Replace Buyers?”
There's a certain comic arrogance in the discussion, "Will AI Replace (or … [Read more...]
Simplification…….
It's trite to say we live in worlds of growing complexity. The rates of change … [Read more...]
“Why I’m So Interested In Selling,” Enrico Nebbia
Preface: I met Enrico Nebbia as a result of publishing these artices. He reached … [Read more...]
“Why I’m So Interested In Selling,” Klaus Leutbecher
Preface: Klaus Leutbecher and I met in the early 90's when I was at Keithley … [Read more...]
“Why I’m So Interested In Selling,” Lhat Tzvi
Preface: One of my very closest friends and mentors is Lahat Tzvi. He's one of … [Read more...]
Mis-diagnosis
Recently, I had a fascinating conversation with Dr. Howard Dover about some … [Read more...]
Are We Leveraging AI To Its Greatest Potential?
My feeds are filled with all sorts of stuff on Generative AI and LLMs. "All … [Read more...]
Why Are We So Committed To Mediocrity?
Yeah, this is a rough way to start a blog post..... A tough accusation. … [Read more...]
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