Mitch Little read my recent post on competing to lose 80-85% of our deals and … [Read more...]
Category: Performance
Category: Performance
Do I Care?
"We Are Competing To Lose 80-85% Of Our Deals!" Posted on February, 2026
Imagine a CRO presenting to the exec or investor team. This CRO is presenting … [Read more...]
Is AI Making Our People More Capable Or More Efficient? Posted on February, 2026
News about AI tools fills all my feeds and most of my conversations. New … [Read more...]
Attitude Is Everything! Posted on February, 2026
"Attitude" is one of the most confidently used, yet least defined words in our … [Read more...]
Drowning in Acronyms: A Survival Guide Posted on February, 2026
This morning I was reading a series of LinkedIn posts. A colleague had a … [Read more...]
When Performance Problems Aren't Obvious---Yet! Posted on January, 2026
Preface: This is much longer than my usual posts, but this is such an important … [Read more...]
Why Benchmarking Fails Posted on January, 2026
Benchmarking other organizations, identifying best practices has been a … [Read more...]
Protect Your Focus! Posted on January, 2026
Tobia La Marca said something fascinating a few weeks ago (he says a lot of … [Read more...]
Customer Service Or Lip Service? Posted on January, 2026
We know, or at least I thought we did, the importance of customer service and … [Read more...]
Sale Excellence, Where Do You Start? Posted on January, 2026
Since releasing Is ‘Good Enough’ Good Enough, I keep hearing the same question: … [Read more...]
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