Yes, I'm a more than a little obsessed about our propensity to avoid the hard … [Read more...]
Tag: Problem Solving
"The Hard Part Is Where You Grow"
"How Are You Different?" Posted on July, 2025
A colleague and I were discussing a question we all face. It's the "How Are You … [Read more...]
"Systems" Are People Interacting Posted on July, 2025
When we look at our GTM strategies, ideally, we are leveraging systems … [Read more...]
Words And Language Matter Posted on July, 2025
Every week, I'm speaking with clients and colleagues around the world. Clients … [Read more...]
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...]
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