In the press of developing and executing our GTM strategies, there's a tendency … [Read more...]
Tag: Sensemaking
Where's The Customer?
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...]
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...]
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