I see lots of conversations about "interrupting our customers." There are … [Read more...]
Tag: Sensemaking
When Is An Interruption Not An Interruption?
Innovation And Change; How History Should Inform Us, Yet Not Constrain Us.... Posted on April, 2022
I've been involved in business, primarily customer facing or leadership roles, … [Read more...]
On Consensus Buying Posted on April, 2022
We know that most complex B2B buying is a consensus process. Everybody in the … [Read more...]
Trying To "Fix" Our Customers Posted on April, 2022
As leaders, when we think about developing our people, helping them overcome … [Read more...]
Time Managing Us! Posted on March, 2022
First, a disclaimer. This post is probably more directed to me than anyone … [Read more...]
The "Adaptable Selling Process" Posted on March, 2022
I went through my very first sales training class in the late 70's. We were … [Read more...]
Predictable Buying Posted on March, 2022
In the roughly 11 years since Aaron Ross published Predictable Revenue, 1000's … [Read more...]
Misunderstanding Insights Posted on March, 2022
My inbox and InMail is filled with sales people trying to provide me … [Read more...]
Getting The Digital Buying Journey Wrong Posted on March, 2022
I visited the website of a very large enterprise software provider. I found … [Read more...]
The New Sales Process Posted on March, 2022
Most of our "sales processes" are failing us. There are a couple of core … [Read more...]
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