For decades, sellers have been instructed to "find the pain!" We've been … [Read more...]
Tag: Sensemaking
Finding The Pain
Discovering And Qualifying Is Not Just For Sellers Posted on May, 2023
Discovery and qualifying are critical to sellers. We use discovery to understand … [Read more...]
Simplifying Value Creation Posted on May, 2023
As sellers and leaders, we know we are supposed to create value--for our … [Read more...]
A Differentiating Skill: Depth Of Thinking Posted on April, 2023
What really differentiates sellers in helping customers in complex B2B buying … [Read more...]
What About Seller FOMU? Posted on April, 2023
Thanks to the outstanding work by Matt Dixon and Ted McKenna in "The JOLT … [Read more...]
"What Does This Mean?" Posted on April, 2023
"What does this mean" is probably the most important question we and our … [Read more...]
In Tough Times, Do Less, Better! Posted on April, 2023
As we face tougher business and economic times, I see too many organizations … [Read more...]
Our Customers Are Changing Faster Than We Are! Posted on April, 2023
There seems to be an arrogance or conceit in so many of the conversations I see … [Read more...]
Obsessing About What Our Customers Think Of Us Posted on April, 2023
One of my favorite wastes of 30 minutes, every Friday, is to listen to Coffee … [Read more...]
How Do We Win? Posted on April, 2023
Probably one of the most important questions to sellers, at all levels is, "How … [Read more...]
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