"We" tend to be very sloppy in our definition and focus on our Ideal Customer … [Read more...]
Tag: Execution
The "Problem Focused" ICP
How Manufacturing Works, Applying It To Selling Posted on June, 2024
For some reason, there's a huge attraction to applying "manufacturing … [Read more...]
FOMU, Seller Style Posted on June, 2024
First, those of you who know me well, know my preferred acronym is FOFU, but … [Read more...]
"Rearranging The Deck Chairs" Posted on May, 2024
Yesterday, I was privileged to sit in a discussion with a number of SaaS … [Read more...]
The Spaces In Between..... Posted on May, 2024
Recently, I've been noticing something new, something I haven't been paying … [Read more...]
Maybe We Are Looking At Sales Productivity Incorrectly.... Posted on May, 2024
It seems like everything I read about sales productivity is focused on doing … [Read more...]
It's The Little Things That Count..... Posted on April, 2024
It's human nature to focus on the big things. Whether it's a BHAG, a closing … [Read more...]
Leads, Top Of Funnel, Do We Really Understand? Posted on April, 2024
Focus on the top of the funnel and everything else will work out. This seems to … [Read more...]
Shortcuts Are Seldom Short..... Posted on April, 2024
We invest enormous amounts of energy seeking to avoid dong the work. We … [Read more...]
Generative AI, Telling Us What We Already Should Know? Posted on March, 2024
Our feeds are filled with hacks, prompts, "cheat sheets" offering things like, … [Read more...]
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