If I were forced to identify the single most important capability for anyone, at … [Read more...]
Tag: Overcoming Crises
Why Are We So Incurious?
When The Going Gets Tough.... Posted on August, 2022
We are, in the very least, facing huge uncertainty. The global economy--are we … [Read more...]
We've Got The Discovery Process All Wrong! Posted on August, 2022
Too often, we fail in our initial engagements with our customers. In our … [Read more...]
What Our Customers Are Trying To Learn.... Posted on July, 2022
As sellers, we seem to think the most important thing to our customers is … [Read more...]
Helping Customers Buy! Posted on July, 2022
We work to find a customer with a need to change. They have a problem that we … [Read more...]
Sales Is Hard....... Posted on July, 2022
I've been following a fascinating discussion led by David Masover on LinkedIn. … [Read more...]
Quick Fixes.... Posted on July, 2022
Not long ago, a small group of us were out on our road bikes. One biker hit … [Read more...]
Productive Disagreement Posted on July, 2022
Wherever we turn, it seems we are becoming increasingly disagreeable and … [Read more...]
A Bigger Piece Of The Pie Posted on June, 2022
This weekend, in celebration of the beginning of summer, I was invited to a … [Read more...]
The Coming Recession.... Posted on June, 2022
I'm starting to get "those" calls. Execs are asking for advice. They are … [Read more...]
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