Since Paul Graham's fascinating article on Founder Mode, I've been … [Read more...]
Tag: Problem Solving
Reflecting On "Founder Mode"
Pushy Vs. Pushing, A Matter Of Context Posted on November, 2024
Sellers are too Pushy! Customers always seem to move more slowly than sellers … [Read more...]
The "Tell Me More" Problem Posted on October, 2024
LLMs are providing sellers the opportunity to reshape their engagement … [Read more...]
Information Asymmetry..... Posted on September, 2024
Information Asymmetry has been a powerful tool in buying/selling almost from … [Read more...]
Helping Your Customer Imagine New Possibilities Posted on September, 2024
We are each consumed with problems. Problems we encounter in our jobs, problems … [Read more...]
Moving To "Problem Solving" Posted on September, 2024
We seem to be wired to react and respond. When we encounter a problem, we … [Read more...]
Celestial Navigation And Sales Leadership Posted on May, 2024
When I was a kid, my father taught me how to sail. At first I sailed in racing … [Read more...]
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...]
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