We are obsessed with eliminating the friction! We want to create frictionless … [Read more...]
Tag: Sensemaking
The Value IS The FRICTION!
Embracing The "Messiness" Of Buying And Selling Posted on June, 2025
As human beings and business professionals we crave structure and order in … [Read more...]
Stop Selling Solutions, Start Framing Problems Posted on June, 2025
We have an enormous disconnect with our customers. We focus on selling a … [Read more...]
Moving Beyond Customer Experience, What About "Customer Entanglement?" Posted on May, 2025
It's thought experiment time again. We have moved beyond customer satisfaction, … [Read more...]
Are LLMs "Dumbing Us Down?" Posted on February, 2025
I leverage a variety of AI tools, predominantly LLMs, constantly throughout the … [Read more...]
Buyers Are Getting Better, Are Sellers? Posted on February, 2025
I've been a huge fan of Hank Barne's research on buying and buyer regret. Over … [Read more...]
Win Rates, Are You Important To Your Customer? Posted on February, 2025
Recently, I've been involved in a number of discussions about "Win Rates." … [Read more...]
Coaching Our Customers Posted on January, 2025
I recently wrote an updated version of "What Is Coaching?" In it, I focused on … [Read more...]
Do You Know Your Customers' Personal Objectives? Posted on January, 2025
"Behind every business objective is the fulfillment of a personal … [Read more...]
AI Isn't The Selling Point! Posted on January, 2025
Recently, I was coaching a seller on a critical call he was about to make. His … [Read more...]
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