I'm constantly amazed conversations I have with otherwise smart people. … [Read more...]
Tag: Change
Doing What We've Always Done, When Everything Else Has Changed
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...]
Focus On The Customer Need To Buy Posted on January, 2019
The big problem sales people have is their obsessive focus on their need to … [Read more...]
My Journey On Micro-Improvements Posted on January, 2019
Long time readers of the blog will know for the past 18-24 months I've been … [Read more...]
Zero-Based Sales Planning Posted on December, 2018
As we start a new year, perhaps your plans are locked in. But perhaps there is … [Read more...]
Sales Talent Is A Problem, Is It Worth Solving? Posted on December, 2018
I just read a provocative post. Sales Talent Is A Problem, Is it Worth Solving, … [Read more...]
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