Scaling is "in fashion." Our feeds are filled with discussions about scaling, … [Read more...]
Rethinking Scaling.....
Busy Or Productive? Posted on October, 2024
Early in my career, I kept hearing senior leaders saying something to the effect … [Read more...]
The "Tell Me More" Problem Posted on October, 2024
LLMs are providing sellers the opportunity to reshape their engagement … [Read more...]
Why Do We Find "Objections" So Objectionable? Posted on October, 2024
"Objections," more specifically, "Objection Handling" have been a fundamental … [Read more...]
AI Will Not Be The Differentiator....... Posted on October, 2024
As with any new technology, we rush to leverage it, thinking the fact that we … [Read more...]
"This Is Just The Way Things Are......." Posted on October, 2024
I have to confess huge frustration with too many of the conversations I see in … [Read more...]
More Meetings Or Better Meetings? Posted on October, 2024
O Meetings are critical to achieving our performance goals! It is through … [Read more...]
AI, Freeing Up Selling Time....... Posted on October, 2024
Everyday, we see new ways that AI helps us accomplish more in less … [Read more...]
The Problem With "Solution" Selling Posted on September, 2024
OK, most sellers are clueless about solution selling. They've been taught to … [Read more...]
The "CEO Card......" Posted on September, 2024
I've been reading a number of articles about how win rates skyrocket when you … [Read more...]
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