We build all sorts of models to help us understand our customers, markets, … [Read more...]
Tag: Building Business
Our Models Limit Us, Dangerously
"AI Is Taking Your Job!!" Ho-Hum, Yawn..... Posted on June, 2025
Throughout my feeds I see the alarm bells, "AI is coming for your job!" We see … [Read more...]
What's Happened To Business Fundamentals? Posted on May, 2025
Seeing this title, some of you may be thinking, "Dave's such a broken record. He … [Read more...]
Shit We Have To Stop! Posted on March, 2025
This week, two separate conversations with CROs. Completely different … [Read more...]
Coaching Our Customers Posted on January, 2025
I recently wrote an updated version of "What Is Coaching?" In it, I focused on … [Read more...]
"This Is Just The Way Things Are......." Posted on October, 2024
I have to confess huge frustration with too many of the conversations I see in … [Read more...]
The Problem With "Solution" Selling Posted on September, 2024
OK, most sellers are clueless about solution selling. They've been taught to … [Read more...]
What If Failure Was An Option? Posted on September, 2024
We never, purposefully, set out to fail. But our fear of failure prevents us … [Read more...]
"You Have 30 Days......!" Posted on August, 2024
I've been reading a number of articles about people being terminated, or put on … [Read more...]
Price, Cost, Value Propositions, Value Realization, Value Creation...... Posted on April, 2024
"Value" is a critical concept in everything we do, but particularly when we are … [Read more...]
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