We know in complex B2B buying decisions, there are over 10 people involved in … [Read more...]
Tag: Problem Solving
Focusing On The "Mobilizer" Is Not Enough!
What Pisses Me Off About Gartner's "Spaghetti Chart" Posted on April, 2019
My friends at Gartner published a really important chart a couple of years ago. … [Read more...]
Changing The Questions, Manager's Version Posted on March, 2019
I wrote, Changing The Questions, discussing how our questioning strategies tend … [Read more...]
Is Leadership Really About Solving Problems? Posted on March, 2019
All of us, me included, often think a key aspect of leadership is about solving … [Read more...]
The Coming Sales Talent Crisis, Part 3 Posted on February, 2019
If you haven't sensed it yet, I think Sales Talent will probably be "THE" issue … [Read more...]
The Coming Sales Talent Crisis Posted on February, 2019
It's clear that customers struggle to buy. The majority of complex B2B buying … [Read more...]
Sales Person As Sense Maker Posted on February, 2019
The world, both our customers and our own, is best characterized by turbulence. … [Read more...]
Giving Them The Answers Posted on February, 2019
Let's conduct a thought experiment. As one might do in experiments, imagine … [Read more...]
"What We Do Is Not Complicated" Posted on February, 2019
There are a few people I follow that always make me think. Andy Paul is one of … [Read more...]
What's The Customer Business Problem? Posted on January, 2019
My friend, Tim Ohai, made an interesting statement, "Sadly many sales people … [Read more...]
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