I've been writing a series on the importance of systems thinking in buying and … [Read more...]
Tag: Problem Solving
Customers And Sellers, Conflicting Systems
"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...]
Minimize Disagreement? Posted on August, 2022
I was reading an article on "office politics." Basically, the discussion was … [Read more...]
"Works Well With Others....." Posted on August, 2022
The other day, my mom embarrassed me a little. She had been going through some … [Read more...]
Purposefulness And Focus In Selling Posted on August, 2022
Too often, we seem to be wandering, aimlessly, in our understanding of what our … [Read more...]
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