Sometimes, I think we think about value too restrictively. Historically, we … [Read more...]
Tag: Change
What Value Are You Creating?
On Discomfort And Familiarity.... Posted on January, 2023
A characteristic of every human being is the tension between Discomfort and … [Read more...]
"Customers Are Taking A More Measured Approach To Their Purchasing Decisions" Posted on January, 2023
In announcing reductions at Salesforce yesterday, Marc Benioff was quoted, … [Read more...]
Starting Over.... Posted on January, 2023
Selling is one of the few roles in business where, every year, we get to start … [Read more...]
It Doesn't Get Easier! Posted on January, 2023
I seldom respond to "viral videos." But I was struck by this video of Kara … [Read more...]
Can You Answer These Two Questions? Posted on December, 2022
This is Pop Quiz, answer these two questions---choose any of your important … [Read more...]
Have We Become Complacent? Posted on December, 2022
I'm a great fan of Jeffrey Phillips writing on all aspects of innovation. … [Read more...]
False Choices, A Reprise Posted on December, 2022
Our social media feeds are constantly filled with false choices. Take, for … [Read more...]
When Our Business Models Break...... Posted on December, 2022
Everyday, I have conversations with a wide variety of people, whether senior … [Read more...]
Emotions Are A Core Driver For B2B Buyers, What About Sellers? Posted on December, 2022
We have suspected, for years, that B2B buyers make purchase decisions based on … [Read more...]
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