Recently, I was having a conversation with a group of sellers about ICPs and … [Read more...]
Tag: Change
Urgency Alignment
"I'm Wasting My Time Being 'Problem Focused!'" Posted on October, 2025
Sometimes, I sound like a broken record (Hmmm, I need to update that metaphor). … [Read more...]
Ask Questions That Require Thinking Posted on September, 2025
We are trained to ask questions. But our orientation is to ask questions that … [Read more...]
We Will Have "Gotten AI" When We Stop Talking About AI! Posted on September, 2025
By 6 am, my inbox is already overflowing with emails touting AI: "How family … [Read more...]
It Isn't Just Buying That's Hard... Posted on September, 2025
There's been huge amounts of very good research on the how hard buying is. We've … [Read more...]
The AI Industrial Revolution Posted on September, 2025
We are enamored with AI. Everyone is experimenting, everyone is declaring they … [Read more...]
"They Were Making The Final Decision....Then Crickets...." Posted on September, 2025
It's only Wednesday and already, I've had conversations with 5 different teams … [Read more...]
What Are You Stopping? Posted on August, 2025
The one common theme across virtually everyone I talk to is they are overloaded, … [Read more...]
"We Need This Order By The End Of The Quarter...." Posted on August, 2025
We are driven by our need to book orders and meet our goals. To do this, we … [Read more...]
Our Customers' Jobs Are Not To Understand Us And What We Do! Posted on August, 2025
We spend a lot of our time trying to make our customers understand our products … [Read more...]
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