This morning’s coaching session with some talented technical and business entrepreneurs focused around talking to customers. So what else is new? Well, customer conversations are new. They are not a “pitch”, they are not just a value proposition, and they are not about you and your product and your solution. There’s an anthropology to these… [Continue Reading]
An Elegantly Simple Discussion – The Entrepreneur’s Customer Conversation
The Value of Wisdom and Learning – Don F. Perkins Defining Moment
Babette and I had a great chat about the difference between education and learning the other day. She asked for a story that has shaped my being; part of what has formed my character. This is one of the most unlikely and powerful ways someone changed who I am: The auto plant was humming along… [Continue Reading]
Moving Forward by Looking Backward?
I was listening to Michigan Radio, an NPR station, yesterday evening. There was a well-produced local piece about the Midwest economic recovery. The reporter, Dustin Dwyer, asked his listeners a thought-provoking question: “What will happen to the transformation of the Midwest economy when we do finally recover from this horrendous recession? Will we go back… [Continue Reading]
Tipping Dominoes
Remember what you were doing in September 2008? That’s when the sales paradigm, and the global economy, broke into a million little pieces. And all the kings horses and all the kings men are still re-assembling the component parts. But not the same way, ever again. For those of you still waiting for things to… [Continue Reading]
Does Your Job Make You Bullet Proof?
The financial meltdown of 2008 demonstrated, among other things, that no one is essential to their company unless they are meaningfully and legitimately aligned with revenue generation and the business development process. No one has job security, even if they feel their technical expertise and/or seniority are insurance against unemployment. The individual who is ill… [Continue Reading]
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