I was struck by a LinkedIn post with the opening line: "Microsoft just made QBR … [Read more...]
Category: Performance
Category: Performance
The Deck Was Never The Point!
How You Sell To Me Shows How You Will Sell For Me... Posted on October, 2025
As I clean out my inbox, texts, social messages, I often ask myself the … [Read more...]
The Secret To Your Competitive Advantage...... Posted on October, 2025
A colleague shared an observation from a CRO. The CRO had discovered the secret … [Read more...]
What Would You Do If You Weren't Told What To Do? Posted on September, 2025
Let me run a thought experiment: "What would you do if your weren't told what … [Read more...]
The "Miracle" Of Real Time AI Coaching Posted on September, 2025
I'm participating in an AI Conference where so much of the discussion is around … [Read more...]
Embrace The "Suck!" Posted on September, 2025
Our work in selling is tough. There are details to manage, conflicts to resolve, … [Read more...]
KPIs, When You Measure Everything, You Measure Nothing! Posted on September, 2025
Key Performance Indicators are meant to achieve one thing, sharpen our focus. … [Read more...]
Ask Questions That Require Thinking Posted on September, 2025
We are trained to ask questions. But our orientation is to ask questions that … [Read more...]
It Isn't Just Buying That's Hard... Posted on September, 2025
There's been huge amounts of very good research on the how hard buying is. We've … [Read more...]
Metrics Don't Solve The Problem! Posted on September, 2025
I was tempted to title this, "Metrics, metrics, everywhere, but not a solution … [Read more...]
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