Some years ago, my father was mentoring a young man. My father was in his late … [Read more...]
Category: Innovation
Category: Innovation
Finding The "Music" Between The Notes.....
Introducing "Radical Lessness" Posted on May, 2022
We live in a world where we seem to be driven by "Doing More." As sellers, … [Read more...]
Is Thought Leadership Enough? Posted on May, 2022
Thought leadership is important. Helping customers rethink what they are doing, … [Read more...]
Our Customers' Stories Posted on May, 2022
Organizations spend millions in creating content. A key element is content from … [Read more...]
Rethinking Insights Posted on May, 2022
Everything in selling today is about "Insight." But we make insights more … [Read more...]
Can We Know More Than Our Customers? Posted on April, 2022
Since my earliest days of selling, I have been taught, to create real value and … [Read more...]
Understanding Our Customers' Businesses Better Than They Do? Posted on April, 2022
I've always sought to understand my prospects' and my customers' business better … [Read more...]
Should We Be That Surprised By The Digital Buying Journey? Posted on April, 2022
The "big news" in customer engagement is the customer digital buying journey. … [Read more...]
Innovation And Change; How History Should Inform Us, Yet Not Constrain Us.... Posted on April, 2022
I've been involved in business, primarily customer facing or leadership roles, … [Read more...]
On Consensus Buying Posted on April, 2022
We know that most complex B2B buying is a consensus process. Everybody in the … [Read more...]
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