Often, I feel like I'm shouting into a void. Complex B2B buying and selling is … [Read more...]
Category: Performance
Category: Performance
Personas Are Not People, Personalization Is Not Connection!
Do You Trust Your People To Solve Problems? Posted on August, 2024
Continuing my series on applying lean/agile manufacturing principles to selling, … [Read more...]
Pursuing Efficient Ineffectiveness..... Posted on August, 2024
We have long been consumed with efficiency in our GTM efforts. We spend … [Read more...]
Thinking About "Sales Waste" Posted on August, 2024
It's become the fashion to apply lean/agile manufacturing approaches to our … [Read more...]
Taking Initiative Or Playing It Safe? Posted on August, 2024
We want our people to take initiative. When they see opportunities to drive … [Read more...]
Are We Missing The Point? Posted on July, 2024
For decades, tools/technologies have been developed with the promise of freeing … [Read more...]
Bench Strength! Posted on July, 2024
Reading an "obscure article," I was reminded of an important leadership … [Read more...]
Conversations...... Posted on July, 2024
Let's step out of our selling roles for a moment and talk about conversations. … [Read more...]
Can You Hold Up Your Side Of The Conversation? Posted on July, 2024
We have tools and technology that "equip" us for conversations with our … [Read more...]
Deal Slippage Posted on July, 2024
Deal slippage is a huge issue for all sellers, but also for buyers. Let's dive … [Read more...]
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