A colleague and I were discussing a question we all face. It's the "How Are You … [Read more...]
Category: Innovation
Category: Innovation
"How Are You Different?"
Let Me Pose A Hypothetical Question... Posted on July, 2025
What if we rethought our conversations--with our customers, with our own people? … [Read more...]
Selling Isn't Easy, So Why Do We Keep Hitting The Easy Button? Posted on July, 2025
We all know that selling is hard. It's not just that buyers are overwhelmed, … [Read more...]
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...]
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