Too often, we live in fear of failure. We live in fear of making mistakes. In … [Read more...]
Tag: Competition
Mistakes Will Be Made....
Do Our Discovery Questions Really Allow Us To Do That? Posted on September, 2020
The discovery part of the buying and selling proceesses are, perhaps, the most … [Read more...]
Your Competition Isn't Who You Think It Is Posted on July, 2020
I was involved in a discussion with a team on a very large opportunity. It … [Read more...]
Your Value Proposition Must Be More Valuable Now! Posted on April, 2020
Creating value with our customers has never been more important than it is now. … [Read more...]
Making It Safe To Fail? Hogwash! Posted on February, 2020
I read an article from a very large consulting company entitled, "Have you made … [Read more...]
Committed To Stupidity Posted on November, 2019
Sadly, every day I see more sales people committed to stupidity. It's not … [Read more...]
How Do You Win? Posted on July, 2019
My good friend, Andy Paul, and I were talking about the state of selling today. … [Read more...]
Challenging Our Customers' Status Quo Posted on June, 2019
We all know to acquire a new customer, we need to incite them to change, to get … [Read more...]
Sensemaking: Selling To A Hierarchy Of Challenges Posted on June, 2019
This post is the ninth post in my series on Sensemaking. Like the eighth post, … [Read more...]
The New World Of Co-Opetition Posted on May, 2019
The relationships we establish, in business, are very complex and constantly … [Read more...]
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