My friend and mentor, Lahat Tzvi, wrote one of the most fascinating posts on AI I’ve read. Be sure to read it! In it, he coined the phrase, “The … [Read more...] about The Hidden Cost Of False Efficiency
How to Win More Deals with DSRP’s Zoom In/Zoom Out “Move”
This is the fourth entry in my series introducing the main patterns and “moves” from DSRP theory to structure more successful complex B2B sales. If … [Read more...] about How to Win More Deals with DSRP’s Zoom In/Zoom Out “Move”
Why Cheatsheets And Hacks Don’t Deliver
My feeds in social media are filled with Cheatsheets, Hacks, Templates—all sorts of tools. They attract lots of interest, lots of requests. People are … [Read more...] about Why Cheatsheets And Hacks Don’t Deliver
Podcast – Accountability is Culture with Mark Hunter
In this episode of the podcast, we’re joined by Mark Hunter, The Sales Hunter. This episode unpacks one of the most misunderstood—and … [Read more...] about Podcast – Accountability is Culture with Mark Hunter
Your Customers Aren’t Buying Your Product, So Why Do You Keep Selling It?
I’ve been sitting in a lot of deal reviews recently. The clients are in varied businesses, ranging from software technologies, medical devices, … [Read more...] about Your Customers Aren’t Buying Your Product, So Why Do You Keep Selling It?
How to improve sales with the right type of empathy
Empathy gets a lot of lip service in sales circles. We talk about how to transform sales with empathy. The importance of empathy in coaching. Whether … [Read more...] about How to improve sales with the right type of empathy
