In the press of developing and executing our GTM strategies, there's a tendency … [Read more...]
Tag: Business Acumen
Where's The Customer?
Price, Cost, Value Propositions, Value Realization, Value Creation...... Posted on April, 2024
"Value" is a critical concept in everything we do, but particularly when we are … [Read more...]
Sales People Create Longer Cycles, Not Customers Posted on March, 2024
We know buying cycles are getting longer. It's easy to chalk it up to buyers, … [Read more...]
We Know The Answers, But Do We Know What They Mean? Posted on February, 2024
We have all sorts of technologies that give us the "answers." ChatGPT can … [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...]
Why Is Customer Acumen So Important? Posted on January, 2024
Sometimes, I feel like a broken record talking about Customer and Business … [Read more...]
Humans Emulating AI/Robots..... Posted on January, 2024
There's a lot of concern, wherever one turns, about AI and Robots becoming more … [Read more...]
Our Unique Value Proposition Posted on December, 2023
As sellers, we always talk about the importance of our "Unique Value … [Read more...]
Knowing The Answers Or Knowing What They Mean? Posted on November, 2023
In today's world, it's pretty easy to "know the answers." At least with respect … [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...]
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