We never, purposefully, set out to fail. But our fear of failure prevents us … [Read more...]
Tag: Execution
What If Failure Was An Option?
Are We Losing The Customer In Our GTM Strategies? Posted on August, 2024
There are never ending, and important discussions, about our Go To Market (GTM) … [Read more...]
"You Have 30 Days......!" Posted on August, 2024
I've been reading a number of articles about people being terminated, or put on … [Read more...]
Personas Are Not People, Personalization Is Not Connection! Posted on August, 2024
Often, I feel like I'm shouting into a void. Complex B2B buying and selling is … [Read more...]
Do You Trust Your People To Solve Problems? Posted on August, 2024
Continuing my series on applying lean/agile manufacturing principles to selling, … [Read more...]
Pursuing Efficient Ineffectiveness..... Posted on August, 2024
We have long been consumed with efficiency in our GTM efforts. We spend … [Read more...]
Are We Missing The Point? Posted on July, 2024
For decades, tools/technologies have been developed with the promise of freeing … [Read more...]
Conversations...... Posted on July, 2024
Let's step out of our selling roles for a moment and talk about conversations. … [Read more...]
The Problem With Sales Math, A Thought Experiment Posted on July, 2024
The answer to every seller's dream is more volume. "If we only had more leads, … [Read more...]
The "Problem Focused" ICP Posted on July, 2024
"We" tend to be very sloppy in our definition and focus on our Ideal Customer … [Read more...]