I was reading an interesting article today. It concerned a group of early stage … [Read more...]
What's Old Is New........
Will AI Replace Sellers? Posted on March, 2023
Looking through my feeds, today, it seems people are fixated on ChatGPT and … [Read more...]
Understanding The Problem Posted on March, 2023
We get the Discovery process wrong--period, full stop. Most of the time we … [Read more...]
What Is "Salesmanship?" Posted on February, 2023
I read a fascinating article by Kelly Fairchild. She talked about … [Read more...]
Why Do We Think Our Customers Know What They Are Doing? Posted on February, 2023
Shout out to my friends Matt Heinz and Brent Adamson. In listening to their … [Read more...]
Educating Our Customers.... Posted on February, 2023
Hank Barnes wrote a brilliant post, "A Question Of Prospect Education" It's an … [Read more...]
Is Outbound Dying? Posted on February, 2023
I'm breaking into a nervous sweat just writing the title to this post. As a … [Read more...]
What About The "Human" Element In Selling? Posted on February, 2023
As my social feeds get filled with "gurus" talking about how AI can be deployed … [Read more...]
Rushing To Solutions..... Posted on February, 2023
Sellers try to generate interest in every outreach, "People like you have these … [Read more...]
Freeing Time For The "Human Touch" In Selling Posted on January, 2023
We revel in leveraging our technologies for buyer engagement--and, apparently, … [Read more...]
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