We are inundated with news of layoffs and reductions that, somehow, are … [Read more...]
Category: Transformation
Category: Transformation
Losing Our Entry Level Jobs!!!
Behavioral Steering, Influence Or Manipulation? Posted on October, 2025
We are in the business of behavioral steering. Whether it's working with our … [Read more...]
Urgency Alignment Posted on October, 2025
Recently, I was having a conversation with a group of sellers about ICPs and … [Read more...]
"I'm Wasting My Time Being 'Problem Focused!'" Posted on October, 2025
Sometimes, I sound like a broken record (Hmmm, I need to update that metaphor). … [Read more...]
The Deck Was Never The Point! Posted on October, 2025
I was struck by a LinkedIn post with the opening line: "Microsoft just made QBR … [Read more...]
The Secret To Your Competitive Advantage...... Posted on October, 2025
A colleague shared an observation from a CRO. The CRO had discovered the secret … [Read more...]
What Would You Do If You Weren't Told What To Do? Posted on September, 2025
Let me run a thought experiment: "What would you do if your weren't told what … [Read more...]
Embrace The "Suck!" Posted on September, 2025
Our work in selling is tough. There are details to manage, conflicts to resolve, … [Read more...]
"Buyers Don't Hate Sellers, They Hate Bad Selling!" Posted on September, 2025
Paraphrasing my friend Hank Barnes, "Buyers don't hate sellers, they hate bad … [Read more...]
Ask Questions That Require Thinking Posted on September, 2025
We are trained to ask questions. But our orientation is to ask questions that … [Read more...]
- « Previous Page
- 1
- 2
- 3
- 4
- 5
- …
- 122
- Next Page »