As revenue operators, our job is to find and close customers. Whether it's net … [Read more...]
Category: Transformation
Category: Transformation
How Customer Centricity Gets Lost In Our Metrics
"Time To Customer Acumen....." Posted on June, 2025
Preface: This is long and very nerdy. But I think it's important to share the … [Read more...]
"Solve For" Vs. "Solve With," The Real Role Of A Seller Posted on June, 2025
Theoretically, we have solutions to our customers' problems. Unfortunately, we … [Read more...]
Adapting To Today's Realities, A Ruthless Pragmatist's Guide Posted on June, 2025
For the past several weeks, I've been writing some fairly esoteric/philosophical … [Read more...]
Would Your Customers Notice? Posted on June, 2025
All our customers are critical to our success. We strive to retain, renew, grow, … [Read more...]
Mechanics Over Meaning Posted on June, 2025
For over a decade, too much of the focus in selling has been on the mechanics of … [Read more...]
"14% Of Our Sellers Drive 80% Of Revenue!" Posted on June, 2025
"14% of sellers drive 80% of revenue!" This, and similar data points, are … [Read more...]
If What We Sell Is Change, Why Is It So Difficult For Us? Posted on June, 2025
The job of every seller is simple. It's all about change! It can be as … [Read more...]
Embracing The "Messiness" Of Buying And Selling Posted on June, 2025
As human beings and business professionals we crave structure and order in … [Read more...]
"AI Is Taking Your Job!!" Ho-Hum, Yawn..... Posted on June, 2025
Throughout my feeds I see the alarm bells, "AI is coming for your job!" We see … [Read more...]
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