Differentiation is critical. We know it. We invest a lot of time and effort in … [Read more...]
Category: Innovation
Scaling "Sameness...."
The Gift Of Uncertainty Posted on January, 2024
It's human nature to be uncomfortable with uncertainty. We are driven to have … [Read more...]
Humans Emulating AI/Robots..... Posted on January, 2024
There's a lot of concern, wherever one turns, about AI and Robots becoming more … [Read more...]
The Problem With "Account Planning" Posted on January, 2024
Somehow, the New Year is "Account Planning Season." Possibly, last quarter, you … [Read more...]
Customers Need Help, But Do We Want To Be Helpful? Posted on December, 2023
Just finished a fascinating discussion with my good friend, Charles Green, and … [Read more...]
Are You Provoking The Right Questions? Posted on December, 2023
We often gauge the quality of our conversations by the responses we get in those … [Read more...]
Is Selling Dead Or Dying? Posted on December, 2023
It's interesting to see continued predictions of the death of selling. There … [Read more...]
The "Recipe" Is Just The Starting Point..... Posted on December, 2023
Recently, just to try something different, I signed up for a cooking class. The … [Read more...]
Adaptive Fluency Posted on December, 2023
Tamara Schenk and I have monthly conversations on all sorts of things. Today, … [Read more...]
"Information, Information Everywhere, But Not A Bit To ........." Posted on December, 2023
The Rime of the Ancient Mariner has a famous line, "Water, water everywhere, but … [Read more...]
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