by | Feb 4, 2026 | Power Dynamics, Relating to The Buyer, The Buyer's Mind
I have referenced The Challenger Sale and The Challenger Customer a few times in my writings because Brent Adamson & Matthew Dixon do a very nice job of thinking about the way in which buyers perceive what sellers are doing, and how that influences behavior. The...
by | Ene 21, 2026 | Negotiation, Power Dynamics, Value Selling
Many economic theorists and thinkers spend their life working on marketplace design and trying to understand the most efficient ways to design markets. What they focus on, for the most part, is maximizing the utility. The interesting thing about this is that only a...
by | Ene 8, 2026 | Discovery, Relating to The Buyer, The Buyer's Mind
As sellers, we are trained from the onset to ask questions. Discovery is a core part of what we do, and as we develop our core set of skills, conceptually, we learn to ask better questions, and respond to the answers to those questions in more productive ways....
by | Dic 18, 2025 | Organizational Structure, Sales Leadership, Sales Organizations
Sam Altman and his associates reportedly have a betting pool about when there will be a $1Billion company staffed by a single person. The premise, of course, is that AI agents can carry out all of the other functions that companies would ordinarily need, so the...
by | Dic 3, 2025 | Sales Leadership, Sales Organizations, Sales Team Dynamics
Revenue is increasing! Pipeline is improving! Sales cycles are getting shorter! Those are all good things, but scaling a sales organization eventually means maturing the organization to the point where revenue is balanced with cost, and the biggest cost in any...
