This is the second article in my series on Sensemaking. For links to all the … [Read more...]
Category: Innovation
Category: Innovation
Sensemaking, The Foundations
Sensemaking, The Big Issue Facing Both Our Customers And Us Posted on May, 2019
As we look at the world that surrounds us, we are confronted within increasing … [Read more...]
Are Your Sales People "Organizationally Nimble?" Posted on May, 2019
When we talk about critical skills and competencies of great B2B sales people, … [Read more...]
The New World Of Co-Opetition Posted on May, 2019
The relationships we establish, in business, are very complex and constantly … [Read more...]
Sales---Science Or Art? Posted on May, 2019
Recently, I read an article about sales being more science than art. Perhaps, … [Read more...]
Perhaps Artificial Intelligence Really Is Posted on April, 2019
I'm almost embarrassed to write this post. Having co-founded an early AI based … [Read more...]
Meet "Bob" Posted on March, 2019
Meet "Bob," Bob is the diagram below. I wish I could take credit for the … [Read more...]
Changing The Questions Posted on March, 2019
We know questions are critical to our success as sales people. Sadly, we ask … [Read more...]
CEOs Would Be PISSED OFF If They Knew This Secret! Posted on March, 2019
I spend a lot of time with CEOs, boards, and top executives. Inevitably, … [Read more...]
Do We Even Need Sales People Anymore Posted on March, 2019
Recently, I read a post from a marketing person I really respect. This person … [Read more...]
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