Too often, when we look at high performance organizations or sellers, we tend to … [Read more...]
Tag: Business Acumen And Systems Thinking Series
"It's The Way We Put It Together, That Sets Us Apart"
Our Fears Of Losing.... Posted on October, 2022
Classically, we tend to view winning and losing as two sides of the same coin. … [Read more...]
Isn't It All About The Buying Process? Posted on October, 2022
Yesterday, I published a rather long article on the Selling Process. It's part … [Read more...]
A Forecasting Tutorial Posted on September, 2022
It was surprising to see the reactions to my post, Pipeline, Tutorial. … [Read more...]
Customers And Sellers, Conflicting Systems Posted on September, 2022
I've been writing a series on the importance of systems thinking in buying and … [Read more...]
"The Foot Bone Connected To The Leg Bone, The Leg Bone Connected To......" Posted on September, 2022
There's the old children's song, "The Skeleton Dance." It starts with "the foot … [Read more...]
Sales Management, We Understand The Pieces/Parts, But Not The Whole Posted on September, 2022
I'm continuing my series on the importance of understanding selling as a complex … [Read more...]
The "Sales Tolerance Stack Up Problem" Posted on September, 2022
As an engineer, I learned it is impossible to design and build the perfect part. … [Read more...]
Do Sellers Really Understand How Businesses Work? Posted on September, 2022
I've been reflecting on projects I've been helping clients with over the past … [Read more...]
Business Relevance Posted on September, 2022
Today, I had the pleasure of working with the students of Howard Dover's UTD … [Read more...]