Foreword/Forewarning: This is a bit longish, my apologies. But hang in there. … [Read more...]
Tag: Business Acumen And Systems Thinking Series
Outsourcing Our Thinking
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...]
Is AI That Good, Or Are We That Bad? Posted on March, 2025
The answer to the question, "Is AI that good, or are we that bad," is resounding … [Read more...]
Shit We Have To Stop! Posted on March, 2025
This week, two separate conversations with CROs. Completely different … [Read more...]
Win Rates, Are You Important To Your Customer? Posted on February, 2025
Recently, I've been involved in a number of discussions about "Win Rates." … [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...]
Love The Problem, Not The Solution! Posted on January, 2025
We are in enamored with, perhaps even in love with our products. We have … [Read more...]
Problem Or Product Focused Selling? Posted on January, 2024
It's Monday morning, I've just cleared my email and social feeds. Each of us … [Read more...]
How Well Do You Know Your Customer? Posted on October, 2023
I was meeting with a group of sellers, talking about engaging their customers. I … [Read more...]
Going Beyond The Data.... Posted on May, 2023
We are blessed with enormous amounts of data on virtually everything. Data on … [Read more...]