We live in a world of constant disruption and change. It can be distracting as … [Read more...]
Category: Transformation
Category: Transformation
Things That Haven't Changed.....
Questions/Answers, Engaging Customers In Verbal Ping-Pong Posted on February, 2025
I listen to a lot of sales calls. Recordings of client sellers in … [Read more...]
What About Problem Market Fit? Posted on February, 2025
Every founder, business strategist, revenue focused executives, product … [Read more...]
Creating Customers For Life..... Posted on February, 2025
No, this isn't a post on the importance of retention/renewal/expansion, though … [Read more...]
Buyers Are Getting Better, Are Sellers? Posted on February, 2025
I've been a huge fan of Hank Barne's research on buying and buyer regret. Over … [Read more...]
Gaming The Numbers Posted on February, 2025
Some years ago, the leader of an outbound SDR team had set very aggressive call … [Read more...]
The Problem With Playbooks Posted on February, 2025
We all have playbooks. Today, the Chiefs and Eagles will be using theirs, each … [Read more...]
Win Rates 101 Posted on February, 2025
There is so much conversation about win rates. But in those conversations, … [Read more...]
Unsmart, Stupid, Willfully Ignorant Posted on February, 2025
I've been struggling with a lot of the "stuff" I see in my feeds. And, from time … [Read more...]
The Sales Process And Contextual Flexibility Posted on February, 2025
I've been doing some work with a brilliant CRO. We've been reworking and … [Read more...]
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