When I was a kid, my father taught me how to sail. At first I sailed in racing … [Read more...]
Tag: Problem Solving
Celestial Navigation And Sales Leadership
Cold Calling Was Never "Alive!" Posted on May, 2024
For years, the fashion has been to declare, "Cold calling is dead!" It always … [Read more...]
Price, Cost, Value Propositions, Value Realization, Value Creation...... Posted on April, 2024
"Value" is a critical concept in everything we do, but particularly when we are … [Read more...]
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...]
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