Not long ago, I was speaking to a group of executives. Someone asked, “What is … [Read more...]
Tag: Building Relationships
The One Thing That Matters Most
Saving Time Is The Wrong Goal For AI Posted on December, 2025
Virtually all the “hot tips, prompt cheats,” and other insights into AI focus on … [Read more...]
A "Salesperson," The Reputation We Have Earned Posted on November, 2025
My friend, Lori Richardson, published a post on a debate she had with her … [Read more...]
Our Use Of AI As A "Performative" Tool Posted on November, 2025
There is a fantastic theatrical organization in my community, It's called the … [Read more...]
Behavioral Steering, Influence Or Manipulation? Posted on October, 2025
We are in the business of behavioral steering. Whether it's working with our … [Read more...]
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...]
"Buyers Don't Hate Sellers, They Hate Bad Selling!" Posted on September, 2025
Paraphrasing my friend Hank Barnes, "Buyers don't hate sellers, they hate bad … [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...]
What If You Couldn't Talk About Your Product? Posted on September, 2025
Imagine a first call or meeting with a prospect. What if you couldn't talk about … [Read more...]
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