Preface: This is the third article in my series on sensemaking, for links to … [Read more...]
Category: Innovation
Category: Innovation
Sensemaking: A Framework For Making Sense
Sensemaking, The Foundations Posted on May, 2019
This is the second article in my series on Sensemaking. For links to all the … [Read more...]
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...]
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