Recently, I had the privilege of speaking with Ed Abrams, Vice President of … [Read more...]
Customer Decisionmaking, Like Herding Cats
I'm the proud "father" of Sammy and Harley---that's them in the picture. It … [Read more...]
How Will The Customer Pay For It?
I've written before about how many opportunities we inappropriately disqualify … [Read more...]
Turning Your Value Prop Upside Down
We're all proud of our value propositions! We feature them in our web sites, … [Read more...]
Pipeline Stench
Here's an idea for some clever software entrepreneur, add "smell" to pipeline … [Read more...]
Insight, Change, And Value
I've been writing a lot about Insight recently. In the course of the posts, … [Read more...]
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