We sales people have adopted a unique vocabulary about what we do and how we … [Read more...]
Tag: Problem Solving
Language, Words And Mindsets
Our Customers' Complicated Buying Journeys Posted on May, 2021
Buying is complicated---we see all sorts of research confirming this. Whether … [Read more...]
Why Do Customers Buy? Posted on May, 2021
Such a simple question, but too often, we don't really understand the answer to … [Read more...]
The Joy Of Selling Posted on May, 2021
Why do we sell? Why do we choose a job that requires us to sell? Is it … [Read more...]
Thinking About "Rev-Ops" Posted on April, 2021
There's a lot of discussion about creating a role/function in the organization … [Read more...]
Problem Focused Growth Posted on April, 2021
I wrote about Product Led Growth. It's the latest hot new strategy being … [Read more...]
On Change, Tension, Conflict..... Posted on April, 2021
Might as well get this "ugly" topic out in the open for discussion. It's … [Read more...]
Behind Every Problem Performer.... There Is A Problem Manager Posted on April, 2021
In every organization, there are problem performers. People who, for various … [Read more...]
Are You Solving For Symptoms? Posted on March, 2021
Symptoms are the indicators that something is wrong, something is not … [Read more...]
When The Formulas Don't Work Posted on March, 2021
We spend a lot of time trying to figure out what works. We look for methods, … [Read more...]
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