Thanks to my friend Brian MacIver for his brilliant phrasing on this critical … [Read more...]
Tag: Change
Constructing Insight
Insight Without Action Is Just Idle Chatter! Posted on November, 2013
Today, we are all trying to engage our customers with Insight. But so much of … [Read more...]
Maybe It's Us That Keep Our Customers From Moving Forward Posted on November, 2013
Surely I must be a heretic suggesting it's sales people that keep our customers … [Read more...]
What I Finally Got About "Unlearning" Posted on November, 2013
Unlearning has become a popular concept recently. At first, I didn't pay a lot … [Read more...]
Developing Insights Posted on October, 2013
Everyone has been talking about Insights. Our customers are hungry for Insights … [Read more...]
Just Good Enough--The Minimum Viable Sales/Marketing Strategy Posted on October, 2013
Anyone familiar with the work of Eric Ries in the Lean Startup or Steve Blank's … [Read more...]
The Danger Of Being Jaded, We've Tried That Before! Posted on September, 2013
I spend most of my time with extremely experienced sales executives and … [Read more...]
"How Much Does It Hurt?" Posted on September, 2013
I was in the doctor's office for a check up the other day and was fascinated … [Read more...]
The "Squishy" Buying Cycle Posted on September, 2013
Too often, we think of the customer's buying process as something that, once we … [Read more...]
Purpose Driven Sales Posted on September, 2013
pur-pose: noun, 1. The object toward which one strives or for which something … [Read more...]
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