I was reading a LinkedIn conversation between a number of people I really … [Read more...]
Tag: Change
"This Is The Way We Have Always Done Things....."
Prospecting Is Hard, Why Do We Insist On Making It More Difficult? Posted on February, 2022
Every day, I spend at least 15-20 minutes cleaning my inbox, mobile, and InMail … [Read more...]
Why Should We Expect Our Customers To Change? Posted on February, 2022
What sellers do is drive customers to change. Whether it's a change effort … [Read more...]
Our Commitment To "Just Good Enough" Posted on February, 2022
My news feeds are filled with discussions about great customer engagement. … [Read more...]
54% Of Buying Journeys Fail! Posted on February, 2022
This data point has persisted for at least 10 years. Perhaps, if updated, it … [Read more...]
Driving Innovation In Selling Posted on February, 2022
How do we innovate in selling? How do we change, adapt new methods, approaches, … [Read more...]
Questions I'm Thinking About Posted on January, 2022
It's customary, on the final day of the year, to set some goals, resolutions. … [Read more...]
Our Customers Don't Know How To Buy, Are We Helping Them Learn? Posted on January, 2022
While it's some years old, we all know the "spaghetti chart," from Gartner. As … [Read more...]
What If There Were No Salespeople? Posted on January, 2022
Let's try a thought experiment. Let's extend all the trends we see around the … [Read more...]
Considering "Irony" Posted on January, 2022
We seem to be in a headlong rush to automate and depersonalize our marketing and … [Read more...]
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