I'd like to go through a thought experiment. You can play along, take out a … [Read more...]
How “Sales-speak” Limits Us
Every profession has it's own language. It's a shorthand that enables people in … [Read more...]
On Civility
It seems everywhere one looks, one is confronted with incivility. Virtually … [Read more...]
What’s The Customer Business Problem?
My friend, Tim Ohai, made an interesting statement, "Sadly many sales people … [Read more...]
The New Value Proposition: Sense Making
As it should, the concept of the value proposition has changed dramatically over … [Read more...]
Getting By Or Getting Ahead
Most mornings, I feel like Bill Murray in Ground Hog Day. I get up, look at my … [Read more...]
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