Subtle, But Important “Solution” Suggestion

I frequently hear vendors talk about “your current solution…” in Discovery conversations and demos with prospects.  Interestingly, using the word “solution” infers that the problem is solved or partly solved – and hence, the “current solution” may still be sufficient....

Let’s Talk About Empathy…

Many, many folks have commented that having empathy is critical to connecting in the current COVID environment.  However, just saying “you must have empathy” isn’t sufficient…! How often are you on a call with someone who “empathizes” with a statement from you in a...
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