We are trained to ask questions. But our orientation is to ask questions that … [Read more...]
Category: Transformation
Category: Transformation
Ask Questions That Require Thinking
We Will Have "Gotten AI" When We Stop Talking About AI! Posted on September, 2025
By 6 am, my inbox is already overflowing with emails touting AI: "How family … [Read more...]
What If You Couldn't Talk About Your Product? Posted on September, 2025
Imagine a first call or meeting with a prospect. What if you couldn't talk about … [Read more...]
".....More Than A Job...." Posted on September, 2025
I'm reading General Stanley McChrystal's book, On Character. A sentence stood … [Read more...]
It Isn't Just Buying That's Hard... Posted on September, 2025
There's been huge amounts of very good research on the how hard buying is. We've … [Read more...]
The AI Industrial Revolution Posted on September, 2025
We are enamored with AI. Everyone is experimenting, everyone is declaring they … [Read more...]
"They Were Making The Final Decision....Then Crickets...." Posted on September, 2025
It's only Wednesday and already, I've had conversations with 5 different teams … [Read more...]
Selling Is About Helping People.... Posted on August, 2025
In recent conversations with friends like Brent Adamson, Charlie Green, Mark … [Read more...]
Are You Leading By Example? Posted on August, 2025
Growing up, my father was a terrific coach and mentor. But I suspect I was a … [Read more...]
Running In Circles..... Posted on August, 2025
We engineer our selling processes, creating strict stages, critical activities … [Read more...]
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