We live in a world of "discomfort." And our natural tendencies are to actively … [Read more...]
What Is Your Willingness To Be Uncomfortable?
"Sales Theater" Posted on June, 2024
Or Theatre depending on where you live ;-) Over the past few weeks, I've had … [Read more...]
Celestial Navigation And Sales Leadership Posted on May, 2024
When I was a kid, my father taught me how to sail. At first I sailed in racing … [Read more...]
On Disagreement Posted on May, 2024
Disagreement is part of life and business. Disagreement is, probably, a … [Read more...]
AI And Buyer Confidence Posted on April, 2024
All credit for this post goes to Scott Gillum and his fantastic post: Why … [Read more...]
Paying Attention Posted on April, 2024
As trivial as it may seem, the ability to pay attention is one of the most … [Read more...]
Committed To Not Changing! Posted on April, 2024
We spend 100's of millions on SKO speakers, books, and training--all focused on … [Read more...]
What Should We Be Reading? Posted on March, 2024
I was speaking to a group of sales people. During the Q&A, a salesperson … [Read more...]
Generative AI, Telling Us What We Already Should Know? Posted on March, 2024
Our feeds are filled with hacks, prompts, "cheat sheets" offering things like, … [Read more...]
You Are Your Company's "Value Proposition" Posted on March, 2024
We still have very antiquated views of our "value proposition." Most of the … [Read more...]
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