A colleague and I were discussing a question we all face. It's the "How Are You … [Read more...]
Tag: Sensemaking
"How Are You Different?"
Words And Language Matter Posted on July, 2025
Every week, I'm speaking with clients and colleagues around the world. Clients … [Read more...]
Let Me Pose A Hypothetical Question... Posted on July, 2025
What if we rethought our conversations--with our customers, with our own people? … [Read more...]
Selling Isn't Easy, So Why Do We Keep Hitting The Easy Button? Posted on July, 2025
We all know that selling is hard. It's not just that buyers are overwhelmed, … [Read more...]
How Customer Centricity Gets Lost In Our Metrics Posted on June, 2025
As revenue operators, our job is to find and close customers. Whether it's net … [Read more...]
"Solve For" Vs. "Solve With," The Real Role Of A Seller Posted on June, 2025
Theoretically, we have solutions to our customers' problems. Unfortunately, we … [Read more...]
The Value IS The FRICTION! Posted on June, 2025
We are obsessed with eliminating the friction! We want to create frictionless … [Read more...]
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...]
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