We know value propositions are critical to our success with our customers. … [Read more...]
Category: Transformation
Category: Transformation
What Is Your Value Proposition?
Personas Are Not People, Personalization Is Not Connection! Posted on August, 2024
Often, I feel like I'm shouting into a void. Complex B2B buying and selling is … [Read more...]
Do You Trust Your People To Solve Problems? Posted on August, 2024
Continuing my series on applying lean/agile manufacturing principles to selling, … [Read more...]
Pursuing Efficient Ineffectiveness..... Posted on August, 2024
We have long been consumed with efficiency in our GTM efforts. We spend … [Read more...]
Thinking About "Sales Waste" Posted on August, 2024
It's become the fashion to apply lean/agile manufacturing approaches to our … [Read more...]
Conversations...... Posted on July, 2024
Let's step out of our selling roles for a moment and talk about conversations. … [Read more...]
"Did You Get My Last Email......." Posted on July, 2024
Our inboxes, social feeds, text messages, voicemail (does anyone use it … [Read more...]
Preoccupation/Self-Absorption Posted on July, 2024
We are constantly preoccupied. We have "to-do" lists filling our heads. We … [Read more...]
A Malaise, "I Don't Care....." Posted on July, 2024
This is one of those more reflective posts. I don't know that I have solutions … [Read more...]
Where's The Customer? Posted on July, 2024
In the press of developing and executing our GTM strategies, there's a tendency … [Read more...]
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