Every seller has a map. It's called a sales process. It has stages, … [Read more...]
Tag: Change
Are We Using the Same Map?
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...]
What If The Sales Process Helped Customers? Posted on February, 2026
The sales process is critical to navigating our way to winning each deal. We … [Read more...]
When Performance Problems Aren't Obvious---Yet! Posted on January, 2026
Preface: This is much longer than my usual posts, but this is such an important … [Read more...]
CUSP, Leading by Serving, When Outcomes Matter Most Posted on January, 2026
One of the biggest influences in my thinking and in writing Is “Good Enough” … [Read more...]
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...]
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