Periodically, my friend, Martin Schmalenbach, and I have conversations on the … [Read more...]
Tag: Sensemaking
Are You An Indispensable Partner?
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...]
The Inefficiency Of Human Interaction Posted on August, 2023
Human interaction is remarkably inefficient. It's downright sloppy. We come … [Read more...]
Do You Believe Your Value Proposition? Posted on August, 2023
I'm amazed at the number of sellers that really don't believe their value … [Read more...]
Our Customers Aren't On A Buying Journey... Posted on July, 2023
Most of the time, as sellers, we focus on our self interests. As a result we … [Read more...]
Sales Process, It's Not What We Do To Our Customers.... Posted on July, 2023
When I sit down with sales organizations, we inevitably spend a lot of time … [Read more...]
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