All of us, me included, often think a key aspect of leadership is about solving … [Read more...]
Tag: Overcoming Crises
Is Leadership Really About Solving Problems?
CEOs Would Be PISSED OFF If They Knew This Secret! Posted on March, 2019
I spend a lot of time with CEOs, boards, and top executives. Inevitably, … [Read more...]
Strategic Procurement And Sales, On Parallel Paths Posted on March, 2019
Probably, ever since the first sale was made to a customer that involved a … [Read more...]
Turbulence And Fear Of Buying Posted on March, 2019
I spend too much of my life on planes. The other day was a rough flight, it was … [Read more...]
Everything In Sales Is Dead, Long Live Sales And Selling! Posted on March, 2019
It's tedious, every day a scroll through my various news feeds, there are any … [Read more...]
The Coming Sales Talent Crisis, Part 3 Posted on February, 2019
If you haven't sensed it yet, I think Sales Talent will probably be "THE" issue … [Read more...]
The Coming Sales Talent Crisis, Part 2 Posted on February, 2019
I wrote The Coming Sales Talent Crisis, focusing on the struggles our customers … [Read more...]
The New Value Proposition: Sense Making Posted on January, 2019
As it should, the concept of the value proposition has changed dramatically over … [Read more...]
Getting By Or Getting Ahead Posted on January, 2019
Most mornings, I feel like Bill Murray in Ground Hog Day. I get up, look at my … [Read more...]
Sales Talent Is A Problem, Is It Worth Solving? Posted on December, 2018
I just read a provocative post. Sales Talent Is A Problem, Is it Worth Solving, … [Read more...]
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