We're taught, and I have taught about the importance of "Need Identification." … [Read more...]
Category: Transformation
Category: Transformation
Needs Vs Wants
Cat Insurance..... Posted on July, 2024
Long time readers will know that I sometimes choose a topic that's not the "real … [Read more...]
"Relationship" Selling..... Posted on July, 2024
I was listening to a webcast recently and the "new" concept of "Relationship" … [Read more...]
Deal Slippage Posted on July, 2024
Deal slippage is a huge issue for all sellers, but also for buyers. Let's dive … [Read more...]
"This Is What We Do....." Posted on July, 2024
So many of our prospecting and initial conversations start with a variant of … [Read more...]
The Conundrum Of "Freeing Up Time," Part 1 Posted on July, 2024
We, rightfully, constantly seek to free up time. Yesterday, coaching an … [Read more...]
The Erosion Of Our Expectations..... Posted on July, 2024
Long time followers know I spend a lot of time advising telcom companies around … [Read more...]
The "Problem Focused" ICP Posted on July, 2024
"We" tend to be very sloppy in our definition and focus on our Ideal Customer … [Read more...]
Maybe We Have Things "Inside/Out...." Posted on June, 2024
I've been engaged in a number of diverse conversations about our GTM strategies … [Read more...]
"Something's Happening Here, What It Is Ain't Exactly Clear..." Posted on June, 2024
I've been in various businesses in a variety of jobs for close to 4 decades. I'm … [Read more...]
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