Thanks to the outstanding work by Matt Dixon and Ted McKenna in "The JOLT … [Read more...]
Tag: Sensemaking
What About Seller FOMU?
"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...]
Basic Principles Endure..... Posted on March, 2023
The only constant is change----everything about selling has changed and will … [Read more...]
What About Our Competitors??? Posted on March, 2023
We are obsessed with our competition. We study them and their strategies. We … [Read more...]
What Problem Is Your Customer Trying To Solve? Posted on March, 2023
My friend Hank Barnes wrote an outstanding post, Clarifying Objectives To Gain … [Read more...]
On Scarcity And Abundance Posted on March, 2023
The concepts of scarcity and abundance touch all aspects of our lives. The more … [Read more...]
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