Pop Quiz time...... Put everything away, pull out a pen/sheet of paper, open … [Read more...]
Tag: Sensemaking
What Does Your Customer Care About?
"Show Your Work...." Posted on June, 2023
I had a restless night with some recurring dreams/nightmares. While it's been … [Read more...]
What's "Prompt Engineering" Have To Do With Sales? Posted on June, 2023
Brent Adamson and I were having one of our normal conversations, by which I … [Read more...]
Finding The Pain Posted on May, 2023
For decades, sellers have been instructed to "find the pain!" We've been … [Read more...]
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...]
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