Judgment is the capacity we need most and are developing least. Every … [Read more...]
Tag: Business Acumen
“We Don’t Pay You To Think…..”
Confident, Decisive, And Wrong! Posted on April, 2026
Every leader I know has more information than they can handle. Dashboards, … [Read more...]
Do We Even Need A Sales Process? Posted on March, 2026
If no one is using our sales processes, do we even need them? Are we just … [Read more...]
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...]
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