We are driven to grow, to drive much higher levels of revenue and attainment. … [Read more...]
Tag: Problem Solving
Do More, Do Better, Do Differently....
Customer "Systems" Posted on September, 2022
I wrote about how our organizations are sets of interrelated/interdependent … [Read more...]
Knowing How Things Work, Versus Knowing The Answers Posted on September, 2022
I wrote a post, "Do Sellers Really Understand How Businesses Work." I wanted to … [Read more...]
Customers And Sellers, Conflicting Systems Posted on September, 2022
I've been writing a series on the importance of systems thinking in buying and … [Read more...]
"The Foot Bone Connected To The Leg Bone, The Leg Bone Connected To......" Posted on September, 2022
There's the old children's song, "The Skeleton Dance." It starts with "the foot … [Read more...]
Sales Management, We Understand The Pieces/Parts, But Not The Whole Posted on September, 2022
I'm continuing my series on the importance of understanding selling as a complex … [Read more...]
The "Sales Tolerance Stack Up Problem" Posted on September, 2022
As an engineer, I learned it is impossible to design and build the perfect part. … [Read more...]
Do Sellers Really Understand How Businesses Work? Posted on September, 2022
I've been reflecting on projects I've been helping clients with over the past … [Read more...]
Collaborative Creativity Posted on August, 2022
I participate in lots of sales calls. Sometimes observing what's going on, … [Read more...]
What Is "Value Creation?" Posted on August, 2022
We know that we are supposed to create value with our customers through their … [Read more...]
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