Without a doubt, our personal and business worlds are complicated--and getting … [Read more...]
Tag: Overcoming Crises
Complicated Things Versus Complicating Things
What Is Your Customer Trying To Achieve? Posted on August, 2013
Too often, both we and our customers get so caught up in activities that we lose … [Read more...]
Knowing Where Our Customers Live Posted on July, 2013
Too often, our problem as professional sales or marketing people is that we … [Read more...]
The Helpful Sales Person Posted on July, 2013
We want to establish relationships with our customers. We want to be helpful. … [Read more...]
Creating Discomfort Posted on July, 2013
My friend, Tim Ohai, wrote a brilliant guest post today: Cooperation Is For … [Read more...]
Laziness Takes Too Much Time And Effort! Posted on July, 2013
In several posts recently, I've been railing against lazy, unimaginative … [Read more...]
Customer Decisionmaking, Like Herding Cats Posted on July, 2013
I'm the proud "father" of Sammy and Harley---that's them in the picture. It … [Read more...]
Pipeline Stench Posted on July, 2013
Here's an idea for some clever software entrepreneur, add "smell" to pipeline … [Read more...]
Insight, Co-Creation, De-commoditization Posted on July, 2013
Let's face it! When we wash away all the hyperbole, so many of our products, … [Read more...]
Separating The Challenger Sales Person From Insight Delivery Posted on July, 2013
Are "Challenging" and "Insight" synonymous? I had been mixing them together, … [Read more...]
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