We've all done it---we've victimized our prospects and customers with the … [Read more...]
Reimagining The "Corporate Deck"
Simplifying Value Creation Posted on May, 2023
As sellers and leaders, we know we are supposed to create value--for our … [Read more...]
Telling Us What We Want To Hear... Posted on April, 2023
The latest generations of AI tools seem to be offering us the "miracle cures," … [Read more...]
"What Does This Mean?" Posted on April, 2023
"What does this mean" is probably the most important question we and our … [Read more...]
What If You Only Have 100 Potential Customers? Posted on April, 2023
Let's try a thought experiment. I'll start with a bit of background. When … [Read more...]
Situational Awareness..... Posted on April, 2023
The other evening, I just wanted to relax, do something mind numbing. I went to … [Read more...]
Am I Ready For This Meeting? Posted on April, 2023
We spend a huge amount of time getting customers to accept a request for a … [Read more...]
"I'm Trying To Think, But Nothing Happens....." Posted on March, 2023
OK, I confess, every once in a while, when I need to do something completely … [Read more...]
Late To The Party...... Posted on March, 2023
Have you ever been late to a party? It's always, at least for me, a little … [Read more...]
Sales Call Planning...... Posted on March, 2023
I know at least 80% of the people seeing this title are probably rolling their … [Read more...]
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