We are driven to pitch our products and solutions. Our questioning and … [Read more...]
Do Your Customers Feel Heard?
The Tenure Crisis...... Posted on February, 2024
Preface: My apologies, this is very long. But it needs to be. The tenure … [Read more...]
Problem Or Product Focused Selling? Posted on January, 2024
It's Monday morning, I've just cleared my email and social feeds. Each of us … [Read more...]
Scaling "Sameness...." Posted on January, 2024
Differentiation is critical. We know it. We invest a lot of time and effort in … [Read more...]
Humans Emulating AI/Robots..... Posted on January, 2024
There's a lot of concern, wherever one turns, about AI and Robots becoming more … [Read more...]
Are You An Indispensable Partner? Posted on October, 2023
Periodically, my friend, Martin Schmalenbach, and I have conversations on the … [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...]
Appreciating Appreciation..... Posted on August, 2023
Appreciation is one of those "soft" topics that tough minded business people, … [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...]
Situational Awareness..... Posted on April, 2023
The other evening, I just wanted to relax, do something mind numbing. I went to … [Read more...]
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