Mitch Little read my recent post on competing to lose 80-85% of our deals and … [Read more...]
Category: Transformation
Category: Transformation
Do I Care?
Is AI Making Our People More Capable Or More Efficient? Posted on February, 2026
News about AI tools fills all my feeds and most of my conversations. New … [Read more...]
What If The Sales Process Helped Customers? Posted on February, 2026
The sales process is critical to navigating our way to winning each deal. We … [Read more...]
When Performance Problems Aren't Obvious---Yet! Posted on January, 2026
Preface: This is much longer than my usual posts, but this is such an important … [Read more...]
Why Benchmarking Fails Posted on January, 2026
Benchmarking other organizations, identifying best practices has been a … [Read more...]
Protect Your Focus! Posted on January, 2026
Tobia La Marca said something fascinating a few weeks ago (he says a lot of … [Read more...]
Customer Service Or Lip Service? Posted on January, 2026
We know, or at least I thought we did, the importance of customer service and … [Read more...]
CUSP, Leading by Serving, When Outcomes Matter Most Posted on January, 2026
One of the biggest influences in my thinking and in writing Is “Good Enough” … [Read more...]
Sale Excellence, Where Do You Start? Posted on January, 2026
Since releasing Is ‘Good Enough’ Good Enough, I keep hearing the same question: … [Read more...]
What Are You Willing To Struggle For? Posted on January, 2026
Ask any salesperson if they want to hit the President's Club, make more money, … [Read more...]
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