If no one is using our sales processes, do we even need them? Are we just … [Read more...]
Tag: Business Acumen
Do We Even Need A Sales Process?
Are We Using the Same Map? Posted on March, 2026
Every seller has a map. It's called a sales process. It has stages, … [Read more...]
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...]
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