Often, I feel like I'm shouting into a void. Complex B2B buying and selling is … [Read more...]
Tag: Execution
Personas Are Not People, Personalization Is Not Connection!
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...]
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...]
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