Continuing my series on applying lean/agile manufacturing principles to selling, … [Read more...]
Tag: Change
Do You Trust Your People To Solve Problems?
Thinking About "Sales Waste" Posted on August, 2024
It's become the fashion to apply lean/agile manufacturing approaches to our … [Read more...]
Taking Initiative Or Playing It Safe? Posted on August, 2024
We want our people to take initiative. When they see opportunities to drive … [Read more...]
On Differentiation Posted on July, 2024
Differentiation is critical in buying/selling. Differentiation gives buyers … [Read more...]
Needs Vs Wants Posted on July, 2024
We're taught, and I have taught about the importance of "Need Identification." … [Read more...]
The Erosion Of Our Expectations..... Posted on July, 2024
Long time followers know I spend a lot of time advising telcom companies around … [Read more...]
What If We Assumed Indecision/Uncertainty Is Pervasive? Posted on July, 2024
Ted McKenna blew me away in a conversation today. He posed the question, "What … [Read more...]
The "Problem Focused" ICP Posted on July, 2024
"We" tend to be very sloppy in our definition and focus on our Ideal Customer … [Read more...]
Maybe We Have Things "Inside/Out...." Posted on June, 2024
I've been engaged in a number of diverse conversations about our GTM strategies … [Read more...]
"Something's Happening Here, What It Is Ain't Exactly Clear..." Posted on June, 2024
I've been in various businesses in a variety of jobs for close to 4 decades. I'm … [Read more...]
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