About 6 months ago, I became obsessed with both the concept and power of making … [Read more...]
Category: Transformation
Category: Transformation
Micro-Improvements, An Update
Silo-Busting, We Have To Look Outside Our Own Functions/Silos! Posted on May, 2018
The poet, John Donne, wrote, "No (wo)man is an island, entire of itself; every … [Read more...]
We Need To Stop Our Fixation On Buyer Journeys Posted on May, 2018
Recently, I participated in a discussion on "the buyers journey." In some ways, … [Read more...]
"What Did You Sell That For.....?" Posted on April, 2018
I have to start this post with a story. Some years ago, I was the executive … [Read more...]
Our Customers Are Doing Their Homework Posted on April, 2018
Every three years, I go through the same cycle. My car lease comes to an end. … [Read more...]
If You Don't Know Who Your Customer Is, Improving Selling Skills Won't Help Posted on March, 2018
Over the past few days, I've been participating in a discussion about a … [Read more...]
"Customers Won't Buy Until They Are Ready To Buy" Posted on February, 2018
Recently, I had a discussion with someone, actually a polite disagreement. I … [Read more...]
To Challenge Or Not To Challenge Posted on February, 2018
Every once in a while, someone asks me, "When is it right to challenge?" At … [Read more...]
The Myth Of The "Single Decisionmaker" Posted on January, 2018
How many people are involved in the customer buying decision? If you are a … [Read more...]
Driving Change Posted on December, 2017
We all struggle with change. Most of the time it's impatience with those around … [Read more...]
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