The whole purpose of every GTM organization is to convince our customers to … [Read more...]
Tag: Insight Selling
If We Sell Change, Why Don’t We Change?
What If You Only Had 10 Accounts? Posted on July, 2026
I was doing a thought experiment with a team a few days ago. I thought I’d … [Read more...]
Surrendering My Thinking To Claude Posted on July, 2026
At the outset of this article, I want to acknowledge my arrogance. Many of you … [Read more...]
The One Thing That Matters Most Posted on December, 2025
Not long ago, I was speaking to a group of executives. Someone asked, “What is … [Read more...]
"Buyers Don't Hate Sellers, They Hate Bad Selling!" Posted on September, 2025
Paraphrasing my friend Hank Barnes, "Buyers don't hate sellers, they hate bad … [Read more...]
Ask Questions That Require Thinking Posted on September, 2025
We are trained to ask questions. But our orientation is to ask questions that … [Read more...]
Our Customers' Jobs Are Not To Understand Us And What We Do! Posted on August, 2025
We spend a lot of our time trying to make our customers understand our products … [Read more...]
Selling Isn't Easy, So Why Do We Keep Hitting The Easy Button? Posted on July, 2025
We all know that selling is hard. It's not just that buyers are overwhelmed, … [Read more...]
Close But No Cigar..... Posted on June, 2025
According to ChatGPT, the term, "Close but no cigar," originated in the … [Read more...]
Discovery, A Product Pitch In Disguise! Posted on June, 2025
Great discovery is foundational to understanding our customers and their needs. … [Read more...]
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