I've been writing a series on the importance of systems thinking in buying and … [Read more...]
Customers And Sellers, Conflicting Systems
Sales Management, We Understand The Pieces/Parts, But Not The Whole Posted on September, 2022
I'm continuing my series on the importance of understanding selling as a complex … [Read more...]
The "Sales Tolerance Stack Up Problem" Posted on September, 2022
As an engineer, I learned it is impossible to design and build the perfect part. … [Read more...]
Do Sellers Really Understand How Businesses Work? Posted on September, 2022
I've been reflecting on projects I've been helping clients with over the past … [Read more...]
Collaborative Creativity Posted on August, 2022
I participate in lots of sales calls. Sometimes observing what's going on, … [Read more...]
Sales Enablement, Upping The Game.... Posted on August, 2022
Again, this is one of those posts where I have to issue a disclaimer upfront. … [Read more...]
What Is "Value Creation?" Posted on August, 2022
We know that we are supposed to create value with our customers through their … [Read more...]
Minimize Disagreement? Posted on August, 2022
I was reading an article on "office politics." Basically, the discussion was … [Read more...]
The Challenge Of Insularity In Selling Posted on August, 2022
Insular: in-su-lar1. Characteristic of an isolated peopleespecially: being, … [Read more...]
Purposefulness And Focus In Selling Posted on August, 2022
Too often, we seem to be wandering, aimlessly, in our understanding of what our … [Read more...]
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