The world, both our customers and our own, is best characterized by turbulence. … [Read more...]
Tag: Change
Sales Person As Sense Maker
AI And Sales, What We Misunderstand Posted on February, 2019
Based on much of the press, much of it created by vendors of AI solutions, AI is … [Read more...]
Sales People/Manager Churn Is Unacceptable! Posted on February, 2019
Over the past several weeks, I've been involved in a number of conversations … [Read more...]
Giving Them The Answers Posted on February, 2019
Let's conduct a thought experiment. As one might do in experiments, imagine … [Read more...]
Doing What We've Always Done, When Everything Else Has Changed Posted on January, 2019
I'm constantly amazed conversations I have with otherwise smart people. … [Read more...]
Building Your Support System Posted on January, 2019
This is one of those topics I never thought I would have to write about. It's a … [Read more...]
Starting With A Blank Sheet Of Paper Posted on January, 2019
I'd like to go through a thought experiment. You can play along, take out a … [Read more...]
On Civility Posted on January, 2019
It seems everywhere one looks, one is confronted with incivility. Virtually … [Read more...]
The New Value Proposition: Sense Making Posted on January, 2019
As it should, the concept of the value proposition has changed dramatically over … [Read more...]
Getting By Or Getting Ahead Posted on January, 2019
Most mornings, I feel like Bill Murray in Ground Hog Day. I get up, look at my … [Read more...]
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