It's Monday morning, I've just cleared my email and social feeds. Each of us … [Read more...]
Category: Innovation
Category: Innovation
Problem Or Product Focused Selling?
Our Job Is Helping The Customer, But All We Do Is Focus On Beating The Competition..... Posted on January, 2024
I have to start this post with an acknowledgement and a concern about … [Read more...]
AI, Salespeople, And The "Last Mile Problem" Posted on January, 2024
AI offers tremendous promise to help sellers become much more efficient. A lot … [Read more...]
What We Miss About Value Posted on January, 2024
The majority of sellers don't understand value. As a result, the only thing … [Read more...]
The Problem With Algorithms Posted on January, 2024
Our lives seem dominated by algorithms. Sign onto Amazon or any other shopping … [Read more...]
Scaling "Sameness...." Posted on January, 2024
Differentiation is critical. We know it. We invest a lot of time and effort in … [Read more...]
The Gift Of Uncertainty Posted on January, 2024
It's human nature to be uncomfortable with uncertainty. We are driven to have … [Read more...]
Humans Emulating AI/Robots..... Posted on January, 2024
There's a lot of concern, wherever one turns, about AI and Robots becoming more … [Read more...]
The Problem With "Account Planning" Posted on January, 2024
Somehow, the New Year is "Account Planning Season." Possibly, last quarter, you … [Read more...]
Customers Need Help, But Do We Want To Be Helpful? Posted on December, 2023
Just finished a fascinating discussion with my good friend, Charles Green, and … [Read more...]
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