Preface: My apologies, this is very long. But it needs to be. The tenure … [Read more...]
Tag: Change
The Tenure Crisis......
The Way Things Are, The Way Things Might Be (Seduced By The Sounds Of Our Own Voices) Posted on February, 2024
Every day I think we have reached bottom with the level of stupid advice I see … [Read more...]
Problem Or Product Focused Selling? Posted on January, 2024
It's Monday morning, I've just cleared my email and social feeds. Each of us … [Read more...]
Why Is Customer Acumen So Important? Posted on January, 2024
Sometimes, I feel like a broken record talking about Customer and Business … [Read more...]
What We Miss About Value Posted on January, 2024
The majority of sellers don't understand value. As a result, the only thing … [Read more...]
The Problem With Algorithms Posted on January, 2024
Our lives seem dominated by algorithms. Sign onto Amazon or any other shopping … [Read more...]
The Gift Of Uncertainty Posted on January, 2024
It's human nature to be uncomfortable with uncertainty. We are driven to have … [Read more...]
"Fresh Starts" Posted on January, 2024
Somehow, the New Year, particularly for sellers, represents a fresh start. … [Read more...]
Our Unique Value Proposition Posted on December, 2023
As sellers, we always talk about the importance of our "Unique Value … [Read more...]
Adaptive Fluency Posted on December, 2023
Tamara Schenk and I have monthly conversations on all sorts of things. Today, … [Read more...]
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