As we see more organizations announce reductions and layoffs, we are seeing more … [Read more...]
Category: Leadership
Category: Leadership
Where Were The Leaders When People Were Struggling?
Simplifying Value Creation Posted on May, 2023
As sellers and leaders, we know we are supposed to create value--for our … [Read more...]
"Our Solutions Address All These Problems...." Posted on May, 2023
Often, we have solutions and capabilities that address a wide range of customer … [Read more...]
A Differentiating Skill: Depth Of Thinking Posted on April, 2023
What really differentiates sellers in helping customers in complex B2B buying … [Read more...]
What About Seller FOMU? Posted on April, 2023
Thanks to the outstanding work by Matt Dixon and Ted McKenna in "The JOLT … [Read more...]
"What Does This Mean?" Posted on April, 2023
"What does this mean" is probably the most important question we and our … [Read more...]
In Tough Times, Do Less, Better! Posted on April, 2023
As we face tougher business and economic times, I see too many organizations … [Read more...]
Competence Without Confidence Is Meaningless! Posted on April, 2023
We invest billions in developing the competencies of our sellers. We have … [Read more...]
Are We Dreaming Big Enough? Posted on April, 2023
One of the things that has always attracted me to selling is it forces you to … [Read more...]
We Need To Be More Efficient! Posted on March, 2023
My feed is filled with all sorts of posts focusing on efficiency and time … [Read more...]
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