This morning, I've been having a fascinating email conversation with my friend, … [Read more...]
Tag: Sensemaking
Why Can't We Be Customer Focused?
Can You Answer This Question: "Tell Me More..." Posted on November, 2023
I've noticed a huge gap in how we equip and train our sellers, how we help them … [Read more...]
"We're So Vain, We Probably Think It About Us...." Posted on November, 2023
One of my favorite songs, as a kid, was Carly Simon's "You're So Vain...." It … [Read more...]
Let's Banish The Word "Pitch" From Our Vocabularies! Posted on October, 2023
The word "Pitch" has dominated selling language. We are constantly subjected to … [Read more...]
Are You An Indispensable Partner? Posted on October, 2023
Periodically, my friend, Martin Schmalenbach, and I have conversations on the … [Read more...]
Prisoners Of Our Own Experience Posted on October, 2023
Jeremy Donovan published some fascinating data in a post on LinkedIn. He stated … [Read more...]
"How Will You Be Making A Decision On This...." Posted on October, 2023
Recently, working with a client, we were talking about a major change … [Read more...]
Trust And Trustworthiness In An AI Dominated World Posted on October, 2023
We know trust and trustworthiness are critical in our ability to engage … [Read more...]
What Business Problem Is Your Customer Solving? How Do They Solve It? Posted on September, 2023
What business problem is your customer solving? Hopefully, it's the problem you … [Read more...]
Do You Really Understand Your Customers' Problems? Posted on September, 2023
We are trained on what our products do. We know their capabilities, features … [Read more...]
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