Pause for a moment. Look at your qualified pipeline. Start at the … [Read more...]
Tag: Problem Solving
"What Problem Is The Customer Trying To Solve?"
When Doing Things Right Is The Wrong Thing Posted on January, 2020
Processes, systems, frameworks are thing that help us do things right. That is, … [Read more...]
Process Is The Foundation For Agility/Nimbleness Posted on January, 2020
We want to be flexible, nimble, able to adapt to the circumstances, leap on an … [Read more...]
Confusing Simplification With Simplistic Posted on December, 2019
Both we, our customers, our markets, our worlds are getting more and more … [Read more...]
"Buyer's Remorse" Grows Up Posted on December, 2019
When I first started selling -- way back in the dark ages -- one of the things I … [Read more...]
"Commander's Intent," Trust, And Sales Performance Posted on December, 2019
In military history, there has long been the concept of "Commander's Intent." … [Read more...]
Data, Data Everywhere.... Posted on December, 2019
"Water water everywhere, Nor a drop to drink..." is a famous line from … [Read more...]
Initiative Overload Posted on November, 2019
Individually and organizationally, we are obsessed with getting things done. … [Read more...]
Expecting Our People To Think For Themselves Posted on November, 2019
I've not been following my normal cadence of blog posts the past couple of … [Read more...]
Predictable Buying Posted on November, 2019
We spend lots of time and money trying to create predictable revenue, increasing … [Read more...]
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