"Value" is a critical concept in everything we do, but particularly when we are … [Read more...]
Tag: Problem Solving
Price, Cost, Value Propositions, Value Realization, Value Creation......
Sales People Create Longer Cycles, Not Customers Posted on March, 2024
We know buying cycles are getting longer. It's easy to chalk it up to buyers, … [Read more...]
Looking For Answers In All The Wrong Places... Posted on February, 2024
AI is changing the world ("Wow, what an astute observation, Dave."). The … [Read more...]
Missed Diagnoses Posted on February, 2024
Recently, I had a fascinating conversation with Dr. Howard Dover about some … [Read more...]
Mis-diagnosis Posted on February, 2024
Recently, I had a fascinating conversation with Dr. Howard Dover about some … [Read more...]
We Know The Answers, But Do We Know What They Mean? Posted on February, 2024
We have all sorts of technologies that give us the "answers." ChatGPT can … [Read more...]
Problem Or Product Focused Selling? Posted on January, 2024
It's Monday morning, I've just cleared my email and social feeds. Each of us … [Read more...]
Why Is Customer Acumen So Important? Posted on January, 2024
Sometimes, I feel like a broken record talking about Customer and Business … [Read more...]
"We're So Vain, We Probably Think It About Us...." Posted on November, 2023
One of my favorite songs, as a kid, was Carly Simon's "You're So Vain...." It … [Read more...]
"Pursuing Better, Differently......" Posted on November, 2023
I was excited to see the CMO of one of my clients speaking about a pillar their … [Read more...]
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