I read a fascinating discussion on LinkedIn. As with many discussions, there … [Read more...]
Tag: Sensemaking
Isn't Buyer Enablement Everyone's Job?
On Differentiation Posted on July, 2024
Differentiation is critical in buying/selling. Differentiation gives buyers … [Read more...]
Where's The Customer? Posted on July, 2024
In the press of developing and executing our GTM strategies, there's a tendency … [Read more...]
Deal Slippage Posted on July, 2024
Deal slippage is a huge issue for all sellers, but also for buyers. Let's dive … [Read more...]
What If We Assumed Indecision/Uncertainty Is Pervasive? Posted on July, 2024
Ted McKenna blew me away in a conversation today. He posed the question, "What … [Read more...]
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...]
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