AI is better than your SDRs. That’s true. And it’s beside the point. A writer … [Read more...]
Tag: Competition
AI Puts Us At The Edge Of A Chasm.....
You Lost On Price, " But That Explains Nothing! Posted on July, 2026
As part of my client work, I often immerse myself in data. In looking at the … [Read more...]
Where's The Differentiation? Posted on June, 2026
We have all sat through the same conversation. The customer has built their … [Read more...]
Why I Advised A Seller To Recommend Her Competitor Posted on December, 2025
Yesterday, I had a fascinating conversation with an outstanding salesperson. She … [Read more...]
Our Models Limit Us, Dangerously Posted on June, 2025
We build all sorts of models to help us understand our customers, markets, … [Read more...]
On Insularity Posted on May, 2025
We live in overlapping circles on "Insularity." Our families, friends, … [Read more...]
"Make Your Competitors Look Silly," And Other Nonsense. Posted on May, 2025
Another piece of nonsense by a guru found its way into my feed today. It started … [Read more...]
"You Can't Handle The Truth.....!!!" Posted on August, 2023
One of my favorite movie scenes is Jack Nicholson's soliloquy in A Few Good Men … [Read more...]
"But The Competitors' Prices Are Less Than Ours....." Posted on July, 2023
My post, Games Sellers Play, Pricing/Discounting, generated a lot of interesting … [Read more...]
Settling.... Posted on May, 2023
I have to confess my lack of patience with an attitude I see permeating much of … [Read more...]
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