Our focus on activity causes us to overlook the importance of idle time---time … [Read more...]
Category: Transformation
Category: Transformation
"Think Time...."
Value Creation Is Really About Building Value Continuously Posted on January, 2023
We need to develop a deeper understanding of the value creation/realization … [Read more...]
What If We Focused On The Questions, Rather Than The Answers? Posted on January, 2023
We know questions are important, but somehow they seem to slow us down. Most … [Read more...]
Making Selling Easier Posted on January, 2023
It's human nature to search for easier ways to get our work done. Selling will … [Read more...]
What Value Are You Creating? Posted on January, 2023
Sometimes, I think we think about value too restrictively. Historically, we … [Read more...]
On Discomfort And Familiarity.... Posted on January, 2023
A characteristic of every human being is the tension between Discomfort and … [Read more...]
Starting Over.... Posted on January, 2023
Selling is one of the few roles in business where, every year, we get to start … [Read more...]
Can You Answer These Two Questions? Posted on December, 2022
This is Pop Quiz, answer these two questions---choose any of your important … [Read more...]
Selling Is So Tough!!! Posted on December, 2022
I was struck by a post by Steve Hall on LinkedIn. Steve and I share a similar … [Read more...]
How Do Your Customers Make Money? Posted on December, 2022
In the past few days, I've had several separate conversations with people, … [Read more...]
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