We all know that selling is hard. It's not just that buyers are overwhelmed, … [Read more...]
Category: Innovation
Category: Innovation
Selling Isn't Easy, So Why Do We Keep Hitting The Easy Button?
Close But No Cigar..... Posted on June, 2025
According to ChatGPT, the term, "Close but no cigar," originated in the … [Read more...]
How Customer Centricity Gets Lost In Our Metrics Posted on June, 2025
As revenue operators, our job is to find and close customers. Whether it's net … [Read more...]
Would Your Customers Notice? Posted on June, 2025
All our customers are critical to our success. We strive to retain, renew, grow, … [Read more...]
The Value IS The FRICTION! Posted on June, 2025
We are obsessed with eliminating the friction! We want to create frictionless … [Read more...]
Mechanics Over Meaning Posted on June, 2025
For over a decade, too much of the focus in selling has been on the mechanics of … [Read more...]
Prompts Won't Save You! The Thinking Underlying The Prompt Will.... Posted on June, 2025
AI is embedded into virtually everything I do, every day. Two windows are always … [Read more...]
Our Models Limit Us, Dangerously Posted on June, 2025
We build all sorts of models to help us understand our customers, markets, … [Read more...]
The Quiet Power Of Knowing Who You Are Posted on June, 2025
The first Saturday every month, Ned, Jack, Tom and I jump on a Zoom call. They … [Read more...]
If What We Sell Is Change, Why Is It So Difficult For Us? Posted on June, 2025
The job of every seller is simple. It's all about change! It can be as … [Read more...]
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