Brent Adamson and I were having one of our normal conversations, by which I … [Read more...]
Tag: Change
What's "Prompt Engineering" Have To Do With Sales?
Discovering And Qualifying Is Not Just For Sellers Posted on May, 2023
Discovery and qualifying are critical to sellers. We use discovery to understand … [Read more...]
Becoming The "Topic Authority" Posted on May, 2023
Most of our marketing and selling efforts focus on becoming the … [Read more...]
BHAGs And Radical Simplification Posted on May, 2023
BHAGs are "Big Hairy Audacious Goals." The term was, apparently, developed by … [Read more...]
Reflections And An Apology Posted on May, 2023
Recently, a very close friend referred to me as "David Downer," referring to the … [Read more...]
My Fight With ChatGPT, Coaching ChatGPT Posted on May, 2023
I'm finding great ways to use ChatGPT and am using it as a debate partner to … [Read more...]
What Are Our Customers Really Buying? Posted on May, 2023
Many lifetimes ago, I was the Executive Assistant (today we call it Chief of … [Read more...]
"Our Solutions Address All These Problems...." Posted on May, 2023
Often, we have solutions and capabilities that address a wide range of customer … [Read more...]
Why I Love Selling Posted on May, 2023
Having anything to do with sales was the furthest thing from my mind when I was … [Read more...]
But Isn't That What Consultants Do...... Posted on May, 2023
I was talking to a colleague about the lost opportunity sellers have in helping … [Read more...]
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