This week, two separate conversations with CROs. Completely different … [Read more...]
Category: Transformation
Category: Transformation
Shit We Have To Stop!
Where Is The Customer? Posted on March, 2025
I speak with lots of leaders about their GTM strategies. My social channels are … [Read more...]
What's Easy Isn't Always Good For Us! Posted on March, 2025
The human brain is wired for convenience, speed, efficiency and how to get the … [Read more...]
Things That Haven't Changed..... Posted on February, 2025
We live in a world of constant disruption and change. It can be distracting as … [Read more...]
Questions/Answers, Engaging Customers In Verbal Ping-Pong Posted on February, 2025
I listen to a lot of sales calls. Recordings of client sellers in … [Read more...]
What About Problem Market Fit? Posted on February, 2025
Every founder, business strategist, revenue focused executives, product … [Read more...]
Creating Customers For Life..... Posted on February, 2025
No, this isn't a post on the importance of retention/renewal/expansion, though … [Read more...]
Buyers Are Getting Better, Are Sellers? Posted on February, 2025
I've been a huge fan of Hank Barne's research on buying and buyer regret. Over … [Read more...]
Gaming The Numbers Posted on February, 2025
Some years ago, the leader of an outbound SDR team had set very aggressive call … [Read more...]
The Problem With Playbooks Posted on February, 2025
We all have playbooks. Today, the Chiefs and Eagles will be using theirs, each … [Read more...]
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