Despite YoY plummeting win rates, based on my feeds, the biggest challenge … [Read more...]
Tag: Execution
Win Rates And Prospecting
What If Failure Was An Option? Posted on September, 2024
We never, purposefully, set out to fail. But our fear of failure prevents us … [Read more...]
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...]