We know questions are important, but somehow they seem to slow us down. Most … [Read more...]
Tag: Sensemaking
What If We Focused On The Questions, Rather Than The Answers?
Making Selling Easier Posted on January, 2023
It's human nature to search for easier ways to get our work done. Selling will … [Read more...]
On Discomfort And Familiarity.... Posted on January, 2023
A characteristic of every human being is the tension between Discomfort and … [Read more...]
It Doesn't Get Easier! Posted on January, 2023
I seldom respond to "viral videos." But I was struck by this video of Kara … [Read more...]
And The Insanity Continues....... Posted on December, 2022
Actually, I'm surprised it's taken this long. People, including me, have been … [Read more...]
Can You Answer These Two Questions? Posted on December, 2022
This is Pop Quiz, answer these two questions---choose any of your important … [Read more...]
False Choices, A Reprise Posted on December, 2022
Our social media feeds are constantly filled with false choices. Take, for … [Read more...]
Sales Manager, What Value Are You Creating? Posted on December, 2022
Sellers know that value creation and realization are critical in engaging our … [Read more...]
What's This BS About Helping Our Customers?!?! Posted on November, 2022
We read all the time that we are supposed to be helpful to our customers. We … [Read more...]
Are We Creating The Value Our Customers Value? Posted on November, 2022
Selling is about creating value.... Well, yeah, ... but we have differing … [Read more...]
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