I'm filled with optimism about the future of selling and business. We are in a … [Read more...]
Tag: Change
"Our Ideals Typically Outstrip Our Performance...."
There Is Still "Low Hanging Fruit" In This Economy! Posted on August, 2022
We are going through all sorts of hand wringing and belt tightening as we look … [Read more...]
Why Are We So Incurious? Posted on August, 2022
If I were forced to identify the single most important capability for anyone, at … [Read more...]
When The Going Gets Tough.... Posted on August, 2022
We are, in the very least, facing huge uncertainty. The global economy--are we … [Read more...]
We've Got The Discovery Process All Wrong! Posted on August, 2022
Too often, we fail in our initial engagements with our customers. In our … [Read more...]
Customers Are Spending Less Time With Salespeople..... Posted on July, 2022
Both the data an our experiences show this, customers are spending less time … [Read more...]
What Our Customers Are Trying To Learn.... Posted on July, 2022
As sellers, we seem to think the most important thing to our customers is … [Read more...]
Growth And Scaling.... Posted on July, 2022
Our business and sales conversations are filled with the words growth and … [Read more...]
Pay Attention To What We Say, Not How We Execute... Posted on July, 2022
My dad was a great teacher and role model. But every once in a while, I'd start … [Read more...]
Helping Customers Buy! Posted on July, 2022
We work to find a customer with a need to change. They have a problem that we … [Read more...]
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