I just published “Old-Timers Are Right About What We Are Seeing. We’re Wrong … [Read more...]
Tag: Change
The Bait, the Book, and the Real Answer
Old-Timers Are Right About What We're Seeing. We're Wrong About Why. Posted on April, 2026
Over the past few weeks, I've had the same conversation, with a number of … [Read more...]
From Process to Performance: Critical Behaviors for Sales Outcome Posted on April, 2026
Spence Wixom, CEO of The Brooks Group had a fun conversation with me about The … [Read more...]
How Much Time Is AI Saving You? Posted on April, 2026
This question was posed in a LinkedIn survey. It was a fascinating post, … [Read more...]
Confident, Decisive, And Wrong! Posted on April, 2026
Every leader I know has more information than they can handle. Dashboards, … [Read more...]
We're Asking The Wrong Question About AI And Jobs Posted on April, 2026
Every week, we are deluged with articles about the impact of AI on jobs and … [Read more...]
Do We Even Need A Sales Process? Posted on March, 2026
If no one is using our sales processes, do we even need them? Are we just … [Read more...]
Are We Using the Same Map? Posted on March, 2026
Every seller has a map. It's called a sales process. It has stages, … [Read more...]
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...]
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