I was struck by a LinkedIn post with the opening line: "Microsoft just made QBR … [Read more...]
Tag: Sales Strategies
The Deck Was Never The Point!
It Isn't Just Buying That's Hard... Posted on September, 2025
There's been huge amounts of very good research on the how hard buying is. We've … [Read more...]
Automating Meaningless Work! Posted on August, 2025
We continue to be enamored with all the things AI does for us. We feel … [Read more...]
Empathy, Authenticity, Meaning As Competitive Advantage? Posted on July, 2025
In our GTM strategies, in our engagement strategies, we constantly look for … [Read more...]
We Have It Ass-backwards, Lead Gen Is Your Least Important Priority! Posted on July, 2025
OK, I'm being purposefully provocative. But I do think we have things backwards, … [Read more...]
"Systems" Are People Interacting Posted on July, 2025
When we look at our GTM strategies, ideally, we are leveraging systems … [Read more...]
Moving From "Doing More Things," To "Doing Things That Matter More..." Posted on July, 2025
We've been conditioned to think that productivity is driven by doing more … [Read more...]
"8 Hours Of Work In 20 Minutes" Posted on June, 2025
I used to think I was productive. Then I discovered how much more productive I … [Read more...]
When Verbs Turn To Nouns Posted on June, 2025
John Dougan posted something interesting on LinkedIn (There is so little … [Read more...]
Our Models Limit Us, Dangerously Posted on June, 2025
We build all sorts of models to help us understand our customers, markets, … [Read more...]
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