Great discovery is foundational to understanding our customers and their needs. … [Read more...]
Tag: Business Acumen And Systems Thinking Series
Discovery, A Product Pitch In Disguise!
"Time To Customer Acumen....." Posted on June, 2025
Preface: This is long and very nerdy. But I think it's important to share the … [Read more...]
Outsourcing Our Thinking Posted on May, 2025
Foreword/Forewarning: This is a bit longish, my apologies. But hang in there. … [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...]
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...]