I'm the proud "father" of Sammy and Harley---that's them in the picture. It … [Read more...]
Tag: Learning
Customer Decisionmaking, Like Herding Cats
Insight, Change, And Value Posted on July, 2013
I've been writing a lot about Insight recently. In the course of the posts, … [Read more...]
Insight And Co-Creation Posted on July, 2013
Yesterday, I was talking to one of the smartest sales executives I've ever met. … [Read more...]
What Do The Numbers Mean? Posted on July, 2013
Sales professionals are very "numbers" focused. Where are we on quota … [Read more...]
Does Insight Selling Require "Scars?" Posted on July, 2013
We're supposed to bring our customers insight--opportunities they are missing, … [Read more...]
My Best Mentor Posted on June, 2013
I saw a post on this topic today. It caused me to pause and reflect. I've been … [Read more...]
Complexity Is Just An Excuse Posted on June, 2013
There is no question, our worlds are very complex. The challenges our customers … [Read more...]
Solution Provider Or Problem Solver? Posted on June, 2013
As sales people, we are supposed to provide solutions to our customers … [Read more...]
Are You Boring, Or Simply Irrelevant? Posted on June, 2013
Last week, a couple of my friends looked at a couple of different, but parallel … [Read more...]
Who Cares About Big Data, Where Are The Big Questions? Posted on May, 2013
This morning, I'm sitting in a series of presentations extolling the value of … [Read more...]
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