Recently, I was coaching a seller on a critical call he was about to make. His … [Read more...]
Category: Transformation
Category: Transformation
AI Isn't The Selling Point!
What Are We Trying To "Discover" In Our Discovery Process? Posted on January, 2025
A long time friend and colleague asked me to sit in a vendor meeting. He is the … [Read more...]
Stop Waiting For The Customer!! Posted on January, 2025
Most of our selling activities are driven by our customers. As much as we may … [Read more...]
The SKO Speech I'd Like To Deliver Posted on January, 2025
I do a good number of Sales Kickoff speeches I don't give many speeches to … [Read more...]
Love The Problem, Not The Solution! Posted on January, 2025
We are in enamored with, perhaps even in love with our products. We have … [Read more...]
What If Our Sellers Had More Autonomy? Posted on January, 2025
Reading a fascinating article in the NYTimes, Giving Kids Some Autonomy Has … [Read more...]
Minimum Viable Metrics Posted on December, 2024
One of the key strategies for very early stage companies, for new product … [Read more...]
"Have You Learned Your Lesson Yet?!" Posted on December, 2024
During the Holidays, together with family, often the conversation goes back to … [Read more...]
Distraction And Focus Posted on December, 2024
At the end of the year, I tend to be a little more reflective than during the … [Read more...]
A (Not So) Comedy Of Errors.... Posted on December, 2024
I have spent several hours in the past few days apologizing to any number of … [Read more...]
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