Over the past week, I've been involved in several conversations that have the … [Read more...]
Category: Innovation
Category: Innovation
Productive Conflict
Are You Learning Yesterday's Skills For Tomorrow's Buyers? Posted on October, 2018
Every time I meet sales enablement and sales executives, I ask, "What are the … [Read more...]
Moving Beyond The "Chaotic Buying Process" Posted on October, 2018
It seems in recent months, the sales and marketing world is suddenly waking up … [Read more...]
What Does "Insight" Mean In 2019 And Beyond? Posted on October, 2018
The concept of providing our customers rich insight has become "standard" for … [Read more...]
Our Customers' Stories Posted on October, 2018
Storytelling is important. None of us live in a world of data and logic, as … [Read more...]
The Challenged Customer Posted on October, 2018
Our customers (and us) live in worlds characterized by information overload, … [Read more...]
"Take Your Eyes Off The Ball" Posted on September, 2018
We all know the importance of focus, of eliminating distractions. I've written … [Read more...]
The "Chaotic" Buying Process Posted on September, 2018
We know the importance of the marketing and sales process. It provides us a … [Read more...]
A Little Whining---When Will We Stop Thinking Buyers Are Stupid Posted on August, 2018
I've been away from the blog for a bit. Three continents in 10 days, sitting in … [Read more...]
On Differentiation Posted on July, 2018
Differentiation is critical in helping customers select our solution over the … [Read more...]
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