Foundational knowledge is about developing fundamental understanding about the … [Read more...]
Category: Transformation
Category: Transformation
Skipping "Foundational Knowledge"
What Does Your Customer Care About? Posted on June, 2023
Pop Quiz time...... Put everything away, pull out a pen/sheet of paper, open … [Read more...]
"A Little Knowledge......" Posted on June, 2023
We have tools and data sources that gives us all kinds of information and data. … [Read more...]
Becoming Efficiently Ineffective Posted on June, 2023
Selling has an obsession with efficiency! We want to eliminate any wasted time. … [Read more...]
We've Got Productivity All Wrong! Posted on June, 2023
The brilliant Matt Heinz provoked me with his post about productivity. As I … [Read more...]
Our Perspectives Limit What/How We See.... Posted on May, 2023
In March, 1976, one of the most famous covers of the New Yorker Magazine … [Read more...]
Connections Or Connection? Posted on May, 2023
Daily, I get connection requests from all sorts of people. There are those that … [Read more...]
Settling.... Posted on May, 2023
I have to confess my lack of patience with an attitude I see permeating much of … [Read more...]
Finding The Pain Posted on May, 2023
For decades, sellers have been instructed to "find the pain!" We've been … [Read more...]
Discovering And Qualifying Is Not Just For Sellers Posted on May, 2023
Discovery and qualifying are critical to sellers. We use discovery to understand … [Read more...]
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