Paraphrasing my friend Hank Barnes, "Buyers don't hate sellers, they hate bad … [Read more...]
Tag: Sensemaking
"Buyers Don't Hate Sellers, They Hate Bad Selling!"
What If You Couldn't Talk About Your Product? Posted on September, 2025
Imagine a first call or meeting with a prospect. What if you couldn't talk about … [Read more...]
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...]
Selling Is About Helping People.... Posted on August, 2025
In recent conversations with friends like Brent Adamson, Charlie Green, Mark … [Read more...]
Running In Circles..... Posted on August, 2025
We engineer our selling processes, creating strict stages, critical activities … [Read more...]
Our Customers' Jobs Are Not To Understand Us And What We Do! Posted on August, 2025
We spend a lot of our time trying to make our customers understand our products … [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...]
With The Rise Of Agentic AI, Do We Risk Losing Our Agency? Posted on July, 2025
Perhaps, one of the most thoughtful recent articles is a post by Joshua Bellin, … [Read more...]
AI Will Make Your Job Harder!! Posted on July, 2025
Everyone is focused on AI these days. And that focus has been on how AI makes … [Read more...]
"How Are You Different?" Posted on July, 2025
A colleague and I were discussing a question we all face. It's the "How Are You … [Read more...]
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