My good friend, Keenan, started a fascinating conversation on LinkedIn. His post … [Read more...]
Tag: Problem Solving
I Can Tell You The Quality Of A Sales Organization Just By......
The One Thing That Matters Most Posted on December, 2025
Not long ago, I was speaking to a group of executives. Someone asked, “What is … [Read more...]
AI Won't Make You Excellent, It Will Only Make You More Of What You Already Are Posted on November, 2025
Last week, I published the first of a series of posts, oriented around my … [Read more...]
What Does Sales Excellence Really Look Like? Posted on November, 2025
When I'm speaking to groups, I often pose the question, "What does sales … [Read more...]
"I'm Wasting My Time Being 'Problem Focused!'" Posted on October, 2025
Sometimes, I sound like a broken record (Hmmm, I need to update that metaphor). … [Read more...]
The Deck Was Never The Point! Posted on October, 2025
I was struck by a LinkedIn post with the opening line: "Microsoft just made QBR … [Read more...]
What Would You Do If You Weren't Told What To Do? Posted on September, 2025
Let me run a thought experiment: "What would you do if your weren't told what … [Read more...]
What's All The Fuss, Prompt Engineering Isn't New..... Posted on September, 2025
My feeds are filled with the miracles and mysteries of prompt engineering. I'm … [Read more...]
Embrace The "Suck!" Posted on September, 2025
Our work in selling is tough. There are details to manage, conflicts to resolve, … [Read more...]
"Buyers Don't Hate Sellers, They Hate Bad Selling!" Posted on September, 2025
Paraphrasing my friend Hank Barnes, "Buyers don't hate sellers, they hate bad … [Read more...]
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