“If you can’t explain it simply, you don’t understand it well enough.” – Albert Einstein Nothing crystalizes our understanding of an idea or topic
“If you can’t explain it simply, you don’t understand it well enough.” Read More »
Recently, I heard a presales colleague jokingly say to a prospect, “I get paid to point, click and talk…” I just realized that a
“I Get Paid to Point, Click and Talk…” Read More »
People often hunt for “nuggets” of wisdom. Sadly, people typically don’t uncover real nuggets, but find mere dust and flakes of golden knowledge in
Learn by Digging Deeper: Golden Knowledge Dust, Nuggets, Veins, and the Mother Lode! Read More »
I’ve been experimenting with how to build relationships when limited to online meetings. I find that reserving a few minutes at the end of
Establishing Rapport vs Developing Relationships Online Read More »
You can: Not learn and not change Learn and not change Change and not learn Learn and change Change and learn Most of us
Some Thoughts About Learning and Change Read More »
Invest 30-45 minutes to enjoy this story of a buyer’s journey…! Part 1: The Long Trip to Nowhere A Lesson in Lead Churn False
Here’s a tip most people don’t know…! While I strongly recommend against inflicting corporate overview presentations on your prospects, some elements from typical corporate
Competitive Differentiation via Whole Product Analysis Read More »
Learning is the only exit from the insanity of doing the same thing over and over and expecting a different result! But how much
How Much Learning Is Enough? Read More »
I’d be happy to join a session with your team to answer questions and provide examples. I can also offer suggestions regarding what has
Great Demo! and Doing Discovery Book Clubs: Here’s an Author Offer! Read More »
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading/listening plan: A combo approach!
Great Demo! or Doing Discovery – Which to Read First? Read More »
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