Every seller has a map. It's called a sales process. It has stages, … [Read more...]
Tag: Business Acumen
Are We Using the Same Map?
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...]
Is "Good Enough" Good Enough, Fred Copestake Sales Today Podcast Posted on January, 2026
Fred Copestake is a great friend. We had a fascinating discussion! Below is his … [Read more...]
Why I Advised A Seller To Recommend Her Competitor Posted on December, 2025
Yesterday, I had a fascinating conversation with an outstanding salesperson. She … [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...]
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...]
"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...]
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...]
"A PhD In Your Pocket Is Worthless Without This..." Posted on August, 2025
"Like having a team of PhD level experts in your pocket," is attributed to … [Read more...]
Being An "Expert" Without Knowing Anything! Posted on August, 2025
Everyday, I see fascinating offers in my feeds or in emails. I get endless … [Read more...]
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