The hardest question I’ve been asked this year came from a partner principal, and it wasn’t about money. “Siemens has…
Most salespeople prepare for a customer conversation by reviewing the opportunity, reading previous notes and deciding what they want to…
What the Zugspitze taught me about IT/OT convergence and why the digital thread is the path between them. Garmisch-Partenkirchen sits…
“I’m a small partner with limited staff and tight margins. How can I afford the costs associated with an effort…
The term “AI agent” is everywhere. A tool answers questions about your products and someone calls it an agent. Another…
Most salespeople already use ChatGPT. They ask it to improve an email, prepare discovery questions, research an industry or challenge…
Most sellers know they should lead with value rather than product features. The difficulty is turning that principle into a…
Most people do not have an AI problem. They have a context problem. All new AI projects with the same…
Selling enterprise software has changed, and I think we need to be honest about what that means for all of…
