In the past few days, I've heard two fascinating things. At first, they seem … [Read more...]
Category: Innovation
Category: Innovation
Doing The Work Or Going Through The Motions?
What About Leadership? Posted on January, 2025
There's a lot of discussion about sales managers and leaders. We tend to … [Read more...]
Removing Our Blinders Posted on January, 2025
Blinders restrict our fields of vision. Sometimes, blinders are helpful, … [Read more...]
The Continuing Decline Of Our Expectations..... Posted on January, 2025
Over the past several weeks, I've been involved in a number of very disparate … [Read more...]
"If You Can't Do It Yourself......" Posted on January, 2025
"If you can't do it yourself, you probably shouldn't be using AI!" This was a … [Read more...]
AI Isn't The Selling Point! Posted on January, 2025
Recently, I was coaching a seller on a critical call he was about to make. His … [Read more...]
What Are We Trying To "Discover" In Our Discovery Process? Posted on January, 2025
A long time friend and colleague asked me to sit in a vendor meeting. He is the … [Read more...]
Stop Waiting For The Customer!! Posted on January, 2025
Most of our selling activities are driven by our customers. As much as we may … [Read more...]
Love The Problem, Not The Solution! Posted on January, 2025
We are in enamored with, perhaps even in love with our products. We have … [Read more...]
"Have You Learned Your Lesson Yet?!" Posted on December, 2024
During the Holidays, together with family, often the conversation goes back to … [Read more...]
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