Every week, I'm speaking with clients and colleagues around the world. Clients … [Read more...]
Tag: Problem Solving
Words And Language Matter
Close But No Cigar..... Posted on June, 2025
According to ChatGPT, the term, "Close but no cigar," originated in the … [Read more...]
How Customer Centricity Gets Lost In Our Metrics Posted on June, 2025
As revenue operators, our job is to find and close customers. Whether it's net … [Read more...]
"Solve For" Vs. "Solve With," The Real Role Of A Seller Posted on June, 2025
Theoretically, we have solutions to our customers' problems. Unfortunately, we … [Read more...]
Would Your Customers Notice? Posted on June, 2025
All our customers are critical to our success. We strive to retain, renew, grow, … [Read more...]
Mechanics Over Meaning Posted on June, 2025
For over a decade, too much of the focus in selling has been on the mechanics of … [Read more...]
Our Models Limit Us, Dangerously Posted on June, 2025
We build all sorts of models to help us understand our customers, markets, … [Read more...]
"AI Is Taking Your Job!!" Ho-Hum, Yawn..... Posted on June, 2025
Throughout my feeds I see the alarm bells, "AI is coming for your job!" We see … [Read more...]
It's Not Your Job!!! Posted on May, 2025
Last week, I had another "argument" with one of the highest performing CROs I've … [Read more...]
Outsourcing Our Thinking Posted on May, 2025
Foreword/Forewarning: This is a bit longish, my apologies. But hang in there. … [Read more...]
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