Last week, I had another "argument" with one of the highest performing CROs I've … [Read more...]
Tag: Problem Solving
It's Not Your Job!!!
Outsourcing Our Thinking Posted on May, 2025
Foreword/Forewarning: This is a bit longish, my apologies. But hang in there. … [Read more...]
Are You Solving The Wrong Problem? Posted on April, 2025
We need more leads! We need more activity! We need more demos/meetings! We need … [Read more...]
"We're Doing Everything Right, But Nothing's Working!" Posted on March, 2025
I was struck by this sentence in a LI post today, "We are doing everything … [Read more...]
Fighting Fires...... Posted on January, 2025
Those of you who know that I live in California might be thinking, "Has Dave … [Read more...]
"If You Can't Do It Yourself......" Posted on January, 2025
"If you can't do it yourself, you probably shouldn't be using AI!" This was a … [Read more...]
Coaching Our Customers Posted on January, 2025
I recently wrote an updated version of "What Is Coaching?" In it, I focused on … [Read more...]
What Are We Trying To "Discover" In Our Discovery Process? Posted on January, 2025
A long time friend and colleague asked me to sit in a vendor meeting. He is the … [Read more...]
Stop Waiting For The Customer!! Posted on January, 2025
Most of our selling activities are driven by our customers. As much as we may … [Read more...]
Love The Problem, Not The Solution! Posted on January, 2025
We are in enamored with, perhaps even in love with our products. We have … [Read more...]
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