The majority of sellers don't understand value. As a result, the only thing … [Read more...]
What We Miss About Value
We Make Selling Far More Difficult Than Necessary! Posted on January, 2024
Confession time. I'm terribly lazy. I want to accomplish a lot, but I want to … [Read more...]
"This Is The Only Way To Do This....." Posted on January, 2024
We are pummeled with "deep insights" and "expertise" on the single right way to … [Read more...]
The Problem With "Account Planning" Posted on January, 2024
Somehow, the New Year is "Account Planning Season." Possibly, last quarter, you … [Read more...]
Personalization Is, Well.......Personal..... Posted on December, 2023
It's year end, people are reaching out, through all channels, with connection … [Read more...]
We Are Efficient, But Are We Effective? Posted on December, 2023
Time is a problem. We never have enough. And regardless what we do, we never … [Read more...]
Customers Need Help, But Do We Want To Be Helpful? Posted on December, 2023
Just finished a fascinating discussion with my good friend, Charles Green, and … [Read more...]
The "Recipe" Is Just The Starting Point..... Posted on December, 2023
Recently, just to try something different, I signed up for a cooking class. The … [Read more...]
Cliff Notes And AI....... Posted on December, 2023
Too often, when going to college, I discovered that studying, reading books, and … [Read more...]
Why Can't We Be Customer Focused? Posted on December, 2023
This morning, I've been having a fascinating email conversation with my friend, … [Read more...]