What if we rethought our conversations--with our customers, with our own people? … [Read more...]
Tag: Sensemaking
Let Me Pose A Hypothetical Question...
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...]
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...]
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