We want our people to take initiative. When they see opportunities to drive … [Read more...]
Tag: Change
Taking Initiative Or Playing It Safe?
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...]
Sometimes, You Don't Know What You Are Looking For Until You Find It.... Posted on June, 2024
We are driven to get answers. We know what we are looking for. With our … [Read more...]
Relationship Selling Posted on June, 2024
Relationships are important in selling, in business, and life. But what does … [Read more...]
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