A long time friend and colleague asked me to sit in a vendor meeting. He is the … [Read more...]
Tag: Problem Solving
What Are We Trying To "Discover" In Our Discovery Process?
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...]
"I'm Trying To Think, But Nothing Happens....." Posted on December, 2024
Too often, as I look at my feeds, or as I discuss many well intended … [Read more...]
We Talk About Problems Differently Than Our Customers Talk About Them Posted on November, 2024
I had a fascinating conversation today. It was with an entrepreneur doing … [Read more...]
It's Not Your Job To Solve The Problems! Posted on November, 2024
I grew in my career establishing myself as a "Problem Solver." Finding and … [Read more...]
Until People Are Interested In The Questions, The Answers Are Irrelevant Posted on November, 2024
Charlie Green and I had a fascinating conversation about a person he's coaching. … [Read more...]
Reflecting On "Founder Mode" Posted on November, 2024
Since Paul Graham's fascinating article on Founder Mode, I've been … [Read more...]
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...]
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