I'm excited to announce a new LiveStream series! Aaron Evans and I are … [Read more...]
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SDRs And AEs, Do We Have Things Backwards? Posted on October, 2022
I've always had a contrarian opinion about the roles of SDRs and AEs. While … [Read more...]
Do We Want To Eliminate Objections Posted on September, 2022
I've seen a series of posts offering tricks and techniques to eliminating … [Read more...]
Customer "Systems" Posted on September, 2022
I wrote about how our organizations are sets of interrelated/interdependent … [Read more...]
Knowing How Things Work, Versus Knowing The Answers Posted on September, 2022
I wrote a post, "Do Sellers Really Understand How Businesses Work." I wanted to … [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...]
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...]
Purposefulness And Focus In Selling Posted on August, 2022
Too often, we seem to be wandering, aimlessly, in our understanding of what our … [Read more...]
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