Paraphrasing my friend Hank Barnes, "Buyers don't hate sellers, they hate bad … [Read more...]
Category: Transformation
Category: Transformation
"Buyers Don't Hate Sellers, They Hate Bad Selling!"
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...]
We Will Have "Gotten AI" When We Stop Talking About AI! Posted on September, 2025
By 6 am, my inbox is already overflowing with emails touting AI: "How family … [Read more...]
What If You Couldn't Talk About Your Product? Posted on September, 2025
Imagine a first call or meeting with a prospect. What if you couldn't talk about … [Read more...]
".....More Than A Job...." Posted on September, 2025
I'm reading General Stanley McChrystal's book, On Character. A sentence stood … [Read more...]
It Isn't Just Buying That's Hard... Posted on September, 2025
There's been huge amounts of very good research on the how hard buying is. We've … [Read more...]
The AI Industrial Revolution Posted on September, 2025
We are enamored with AI. Everyone is experimenting, everyone is declaring they … [Read more...]
"They Were Making The Final Decision....Then Crickets...." Posted on September, 2025
It's only Wednesday and already, I've had conversations with 5 different teams … [Read more...]
Selling Is About Helping People.... Posted on August, 2025
In recent conversations with friends like Brent Adamson, Charlie Green, Mark … [Read more...]
Are You Leading By Example? Posted on August, 2025
Growing up, my father was a terrific coach and mentor. But I suspect I was a … [Read more...]
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