The brilliant Matt Heinz provoked me with his post about productivity. As I … [Read more...]
We've Got Productivity All Wrong!
Selling In Tough Times.... Posted on June, 2023
"Tough times demand tougher selling!" That seems to be a mantra many people … [Read more...]
What ChatGPT Teaches Us About How We Sell, It's Frightening! Posted on June, 2023
Last week, filling idle time one evening, I decided to conduct an experiment … [Read more...]
BHAGs And Radical Simplification Posted on May, 2023
BHAGs are "Big Hairy Audacious Goals." The term was, apparently, developed by … [Read more...]
Simplifying Value Creation Posted on May, 2023
As sellers and leaders, we know we are supposed to create value--for our … [Read more...]
Time Available For Selling Posted on May, 2023
We, our customers, colleagues, managers are time poor! In reality, we will … [Read more...]
Why I Love Selling Posted on May, 2023
Having anything to do with sales was the furthest thing from my mind when I was … [Read more...]
Activities, Outputs, Outcomes---What's The Difference? Posted on May, 2023
The "new" sales mantra seems to be all about activity. Our managers measure us … [Read more...]
A Differentiating Skill: Depth Of Thinking Posted on April, 2023
What really differentiates sellers in helping customers in complex B2B buying … [Read more...]
Can We Be Helpful And Still Make Our Quotas? Posted on April, 2023
When I read my feeds or listen to a lot of "experts," the focus is always on … [Read more...]
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