Too often, we get coaching wrong--if we do coaching at all. We tend to think of … [Read more...]
Tag: Sensemaking
Coaching, A Two Way Learning Experience
Buyer Personas Are Not The Same, Even For The Same Persona! Posted on May, 2021
Developing rich buyer personas is critical to helping us identify the key people … [Read more...]
Language, Words And Mindsets Posted on May, 2021
We sales people have adopted a unique vocabulary about what we do and how we … [Read more...]
Our Customers' Complicated Buying Journeys Posted on May, 2021
Buying is complicated---we see all sorts of research confirming this. Whether … [Read more...]
Why Do Customers Buy? Posted on May, 2021
Such a simple question, but too often, we don't really understand the answer to … [Read more...]
Problem Focused Growth Posted on April, 2021
I wrote about Product Led Growth. It's the latest hot new strategy being … [Read more...]
Rethinking The Sales Process Posted on April, 2021
Preface: It's always dangerous to preface an article with a warning. This is a … [Read more...]
On Change, Tension, Conflict..... Posted on April, 2021
Might as well get this "ugly" topic out in the open for discussion. It's … [Read more...]
Our "Attention" Problem Posted on April, 2021
Recently, I participated in a Clubhouse discussion, it was my first and I was … [Read more...]
"Nothing Happens Until Someone Sells Something" Posted on April, 2021
We all say this, "Nothing happens until someone sells something." I don't know … [Read more...]
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