My friend, Matt Heinz, posted a fascinating article which reminded me of some … [Read more...]
Category: Innovation
Category: Innovation
The Growth Opportunities Are Stunning, Why Aren't We Capturing Them?
Problem Or Product Focused Selling? Posted on January, 2024
It's Monday morning, I've just cleared my email and social feeds. Each of us … [Read more...]
Our Job Is Helping The Customer, But All We Do Is Focus On Beating The Competition..... Posted on January, 2024
I have to start this post with an acknowledgement and a concern about … [Read more...]
AI, Salespeople, And The "Last Mile Problem" Posted on January, 2024
AI offers tremendous promise to help sellers become much more efficient. A lot … [Read more...]
What We Miss About Value Posted on January, 2024
The majority of sellers don't understand value. As a result, the only thing … [Read more...]
The Problem With Algorithms Posted on January, 2024
Our lives seem dominated by algorithms. Sign onto Amazon or any other shopping … [Read more...]
Scaling "Sameness...." Posted on January, 2024
Differentiation is critical. We know it. We invest a lot of time and effort in … [Read more...]
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...]
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