One of the biggest influences in my thinking and in writing Is “Good Enough” … [Read more...]
Tag: Change
CUSP, Leading by Serving, When Outcomes Matter Most
What Are You Willing To Struggle For? Posted on January, 2026
Ask any salesperson if they want to hit the President's Club, make more money, … [Read more...]
Why Do We Invest So Heavily In Losing? Posted on January, 2026
Yes, we are almost at 2025 year-end. I suspect many are rushing to close those … [Read more...]
"A Tale Of Two Sellers..." Posted on December, 2025
Recently, I did a deep dive into the performance of two sellers at one of my … [Read more...]
The One Thing That Matters Most Posted on December, 2025
Not long ago, I was speaking to a group of executives. Someone asked, “What is … [Read more...]
AI Won't Make You Excellent, It Will Only Make You More Of What You Already Are Posted on November, 2025
Last week, I published the first of a series of posts, oriented around my … [Read more...]
Meetings Slowing You Down? Posted on November, 2025
Opened my inbox and was hit with an email titled, "Meetings Slowing You Down?" … [Read more...]
It's Not About The Process...... Posted on November, 2025
I talk about the buying and selling process all the time. Everyone knows that … [Read more...]
Losing Our Entry Level Jobs!!! Posted on October, 2025
We are inundated with news of layoffs and reductions that, somehow, are … [Read more...]
Urgency Alignment Posted on October, 2025
Recently, I was having a conversation with a group of sellers about ICPs and … [Read more...]
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