I've been involved in business, primarily customer facing or leadership roles, … [Read more...]
Category: Innovation
Category: Innovation
Innovation And Change; How History Should Inform Us, Yet Not Constrain Us....
On Consensus Buying Posted on April, 2022
We know that most complex B2B buying is a consensus process. Everybody in the … [Read more...]
Yearning To Be Unemployed!!! Posted on March, 2022
Dave Kurlan went on a fascinating rant on LinkedIn today. You should watch it. … [Read more...]
Predictable Buying Posted on March, 2022
In the roughly 11 years since Aaron Ross published Predictable Revenue, 1000's … [Read more...]
Misunderstanding Insights Posted on March, 2022
My inbox and InMail is filled with sales people trying to provide me … [Read more...]
Virtual Selling Is Not The Same Thing As Digital Buying Posted on March, 2022
According to much research and too many pundits on social media, the future of … [Read more...]
The Digital Buying Journey Frees Us To Create Real Value! Posted on March, 2022
We misunderstand the customer digital buying journey and what it means to our … [Read more...]
Skating To Where The Puck Was! Posted on February, 2022
There's the famous Wayne Gretzky quote, "I skate to where the puck is going to … [Read more...]
The New Sales Channel Posted on February, 2022
Channels "partners" have been a part of sales ever since sales have existed. … [Read more...]
"This Is The Way We Have Always Done Things....." Posted on February, 2022
I was reading a LinkedIn conversation between a number of people I really … [Read more...]
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