The key opportunity we sellers face is our customers posing a question to … [Read more...]
Tag: Change
"Should We Do Things Differently?"
You Are Your Company's "Value Proposition" Posted on March, 2024
We still have very antiquated views of our "value proposition." Most of the … [Read more...]
Who Should Be Buying? Posted on March, 2024
We tend to spend the bulk of our time responding to people who are looking to … [Read more...]
Missed Diagnoses Posted on February, 2024
Recently, I had a fascinating conversation with Dr. Howard Dover about some … [Read more...]
Mis-diagnosis Posted on February, 2024
Recently, I had a fascinating conversation with Dr. Howard Dover about some … [Read more...]
Are You a V1.0 Seller In a V3.7 World Posted on February, 2024
I had a frustrating evening. My mom has a very old Iphone. She wanted to get … [Read more...]
The Tenure Crisis...... Posted on February, 2024
Preface: My apologies, this is very long. But it needs to be. The tenure … [Read more...]
The Way Things Are, The Way Things Might Be (Seduced By The Sounds Of Our Own Voices) Posted on February, 2024
Every day I think we have reached bottom with the level of stupid advice I see … [Read more...]
Problem Or Product Focused Selling? Posted on January, 2024
It's Monday morning, I've just cleared my email and social feeds. Each of us … [Read more...]
Why Is Customer Acumen So Important? Posted on January, 2024
Sometimes, I feel like a broken record talking about Customer and Business … [Read more...]
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