Ted McKenna blew me away in a conversation today. He posed the question, "What … [Read more...]
Tag: Sensemaking
What If We Assumed Indecision/Uncertainty Is Pervasive?
The "Problem Focused" ICP Posted on July, 2024
"We" tend to be very sloppy in our definition and focus on our Ideal Customer … [Read more...]
FOMU, Seller Style Posted on June, 2024
First, those of you who know me well, know my preferred acronym is FOFU, but … [Read more...]
Filtering Out The Noise..... Posted on May, 2024
Underlying our GTM strategies, we've always thought our jobs is to get our … [Read more...]
AI And Buyer Confidence Posted on April, 2024
All credit for this post goes to Scott Gillum and his fantastic post: Why … [Read more...]
Price, Cost, Value Propositions, Value Realization, Value Creation...... Posted on April, 2024
"Value" is a critical concept in everything we do, but particularly when we are … [Read more...]
Combative Conversations..... Posted on March, 2024
Just got off a call with one of the best salespeople I've ever worked with. We … [Read more...]
Sales People Create Longer Cycles, Not Customers Posted on March, 2024
We know buying cycles are getting longer. It's easy to chalk it up to buyers, … [Read more...]
Generative AI, Telling Us What We Already Should Know? Posted on March, 2024
Our feeds are filled with hacks, prompts, "cheat sheets" offering things like, … [Read more...]
You Are Your Company's "Value Proposition" Posted on March, 2024
We still have very antiquated views of our "value proposition." Most of the … [Read more...]
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