I had a fascinating conversation today. It was with an entrepreneur doing … [Read more...]
Category: Transformation
Category: Transformation
We Talk About Problems Differently Than Our Customers Talk About Them
A Seller's Dream, "Customers Don't Want To See Sellers!" Posted on November, 2024
We've all seen the data. Customer would prefer a rep-free buying experience! … [Read more...]
Until People Are Interested In The Questions, The Answers Are Irrelevant Posted on November, 2024
Charlie Green and I had a fascinating conversation about a person he's coaching. … [Read more...]
"Activities Don't Drive Strategy!" Posted on November, 2024
Brandon Fluharty made a brilliant observation: Activities Don't Drive … [Read more...]
RevOps Can And Must Do Better! Posted on November, 2024
It's "strategic planning season" for many companies. I sit in countless … [Read more...]
The "Things We Don't Want To Do" Posted on November, 2024
Regardless our role, there are certain aspects of our jobs we don't like. They … [Read more...]
Who Is This Important To? Posted on November, 2024
We are taught to "call high." We want to reach the top executives in an … [Read more...]
Pushy Vs. Pushing, A Matter Of Context Posted on November, 2024
Sellers are too Pushy! Customers always seem to move more slowly than sellers … [Read more...]
"Getting Out Of The Building......" Posted on October, 2024
Steve Blank has a concept he calls, "Getting out of the building." Tom Peters … [Read more...]
"The Illusion Of Service" Posted on October, 2024
I was at one of my favorite restaurants. I've become somewhat of a regular, they … [Read more...]
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