Not long ago, I was speaking with the executive team of a fairly large company. … [Read more...]
Tag: Obsessive Learning/Relentless Execution
Our "Success" Blinds Us To Our Underperformance!
Do We Really Want Our Sales People To Be Value Creators? Posted on November, 2021
In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
On Questions And Questioning Posted on October, 2021
Questions are probably one of the most critical tools for sales people and all … [Read more...]
The Pandemic, What Buyers Discovered Posted on October, 2021
As sellers, the pandemic has forced us to rethink our work and how we engage our … [Read more...]
Great Design Starts From The Outside Posted on October, 2021
I've spent some portion of my career with product designers. It has given me … [Read more...]
The Future Of Work Is About More Than Work! Posted on October, 2021
We are facing, possibly, the greatest transformation in the nature of work since … [Read more...]
The Problem With The Data.... Posted on October, 2021
Data has always been a little problematic. Too often, we find the data that … [Read more...]
"The Joy Of Selling...," Have We Lost It? Posted on October, 2021
As a preface, my friend, Hank Barnes, wrote me saying he and several others are … [Read more...]
Moving From Information Scarcity To Abundance Posted on September, 2021
In the "good old days," perhaps 10+ years ago, salespeople were the primary … [Read more...]
My "Tom Morris" Weekend Posted on September, 2021
The first Saturday every month, my friend/mentor, Ned Miller and I have a … [Read more...]
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