For over a decade, too much of the focus in selling has been on the mechanics of … [Read more...]
Tag: Problem Solving
Mechanics Over Meaning
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...]
Are You Solving The Wrong Problem? Posted on April, 2025
We need more leads! We need more activity! We need more demos/meetings! We need … [Read more...]
"We're Doing Everything Right, But Nothing's Working!" Posted on March, 2025
I was struck by this sentence in a LI post today, "We are doing everything … [Read more...]
Fighting Fires...... Posted on January, 2025
Those of you who know that I live in California might be thinking, "Has Dave … [Read more...]
"If You Can't Do It Yourself......" Posted on January, 2025
"If you can't do it yourself, you probably shouldn't be using AI!" This was a … [Read more...]
Coaching Our Customers Posted on January, 2025
I recently wrote an updated version of "What Is Coaching?" In it, I focused on … [Read more...]
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