Building and maintaining robust/healthy pipelines is a problem with most … [Read more...]
Tag: Change
The Pipeline Generation Problem...
The Inefficiency Of Human Interaction Posted on August, 2023
Human interaction is remarkably inefficient. It's downright sloppy. We come … [Read more...]
Buying Is Messy! Posted on August, 2023
Complex B2B change and buying processes are messy---and they are getting … [Read more...]
The Importance Of Being "Stratical" Or "Tactegic" Posted on August, 2023
Strategic thinking with most sales leaders seems to be focused on, "How are we … [Read more...]
Creating Demand...... Posted on August, 2023
In the past couple of weeks, I've found myself involved in a number of … [Read more...]
Just One Thing... Posted on August, 2023
To say we live in a world of overwhelm, overload, volatility, constant change is … [Read more...]
On Reflection....... Posted on August, 2023
"We do not learn from experience, We learn from reflecting on experience." John … [Read more...]
The Problem With The Selling/Buying Process Posted on August, 2023
Recently, sitting with a sales management team, we started discussing the "Sales … [Read more...]
Do You Believe Your Value Proposition? Posted on August, 2023
I'm amazed at the number of sellers that really don't believe their value … [Read more...]
Our Customers Aren't On A Buying Journey... Posted on July, 2023
Most of the time, as sellers, we focus on our self interests. As a result we … [Read more...]
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