Unlearning has become a popular concept recently. At first, I didn't pay a lot … [Read more...]
Tag: Learning
What I Finally Got About "Unlearning"
Developing Insight---Just Read, Observe, Ask Posted on November, 2013
We struggle with developing Insight. Sure, we need help and support from … [Read more...]
Leveraging "Lighthouse Customers" For Insight Posted on November, 2013
Do you have "Lighthouse Customers?" Lighthouse Customers are critical for every … [Read more...]
Flipping The Pipeline Value Pyramid Posted on October, 2013
Pipeline reviews and reporting are constant sources of contention between … [Read more...]
Just Because It's Interesting To You, Doesn't Mean I Care Posted on October, 2013
The phone rang, a sales person introduced himself asking, "Who's in charge of … [Read more...]
Developing Insights Posted on October, 2013
Everyone has been talking about Insights. Our customers are hungry for Insights … [Read more...]
Do You Trust Your People Enough To Let Them Think? Posted on October, 2013
It's odd, we interview people, anxious to hire the best and the brightest. … [Read more...]
Getting Things Done Through Our People Posted on October, 2013
Sometimes I think managers leaders aren't as impactful as we can be because we … [Read more...]
"I've Never Ever Sold A Computer Or Piece Of Software" Posted on October, 2013
Many of you know that I spent much of my career in IBM, starting as a sales … [Read more...]
Just Good Enough--The Minimum Viable Sales/Marketing Strategy Posted on October, 2013
Anyone familiar with the work of Eric Ries in the Lean Startup or Steve Blank's … [Read more...]
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