We have become enamored with all the things AI can do to help sellers. It … [Read more...]
Tag: Change
Can You Do What AI Can't?
"You Have 30 Days......!" Posted on August, 2024
I've been reading a number of articles about people being terminated, or put on … [Read more...]
Continuous Improvement, How Do We Get Better? Posted on August, 2024
Continuing my series on applying Lean/Agile principles to our GTM strategies, I … [Read more...]
Do You Trust Your People To Solve Problems? Posted on August, 2024
Continuing my series on applying lean/agile manufacturing principles to selling, … [Read more...]
Thinking About "Sales Waste" Posted on August, 2024
It's become the fashion to apply lean/agile manufacturing approaches to our … [Read more...]
Taking Initiative Or Playing It Safe? Posted on August, 2024
We want our people to take initiative. When they see opportunities to drive … [Read more...]
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...]
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