We are obsessed with eliminating the friction! We want to create frictionless … [Read more...]
Tag: Communicating
The Value IS The FRICTION!
Mechanics Over Meaning Posted on June, 2025
For over a decade, too much of the focus in selling has been on the mechanics of … [Read more...]
The New LinkedIn Posted on May, 2025
I'm a very early subscriber to LinkedIn. A friend was one of the early VCs … [Read more...]
Imagine This New Technique, "Honesty!" Posted on April, 2025
My friend, Aaron Evans, posted something fascinating in LinkedIn. I find myself … [Read more...]
AI Can Do A Lot, But Do We Want It To Do All It Can Do? Posted on March, 2025
My friend, Charlie Green, and I exchange ideas on new AI tools. This weekend, … [Read more...]
"It's Not A Numbers Game, It's A Human Game!" Posted on January, 2025
Anyone entering into selling immediately sees the obsession we have with … [Read more...]
Coaching Our Customers Posted on January, 2025
I recently wrote an updated version of "What Is Coaching?" In it, I focused on … [Read more...]
Do You Know Your Customers' Personal Objectives? Posted on January, 2025
"Behind every business objective is the fulfillment of a personal … [Read more...]
Stop Waiting For The Customer!! Posted on January, 2025
Most of our selling activities are driven by our customers. As much as we may … [Read more...]
Until People Are Interested In The Questions, The Answers Are Irrelevant Posted on November, 2024
Charlie Green and I had a fascinating conversation about a person he's coaching. … [Read more...]
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