The Disruptive Age doesn’t care about you or your problems.

The social, economic, political, cultural, and scientific factors impacting your business don’t care about your business model. They don’t care about your pricing model either. All of…

Note: This is not a political post. If your comments reveal your politics, I’ll most likely delete them. This post is about learning from what you see around you. The following statements are indisputable facts, not my political opinion.

The

Not so long ago, call it right after World War II, a bargain was struck. You would trade 47 years of your life for a salary, healthcare, and a pension plan. At some point in time this bargain fell apart. It wasn’t broken all at once. It…

Things have changed.

1. Globalization: Globalization has been around a long, long time. But in the last couple decades, a lot of labor moved overseas because labor was cheaper there. Then, white collar jobs started to follow. As it turns out…

There are all kinds of ideas about what works and what doesn't work in sales. Some of it contains a truth, but not the whole truth.

1. Buyers are doing a ton of research. It’s true that buyers are doing research. Maybe some are 57%, 67%, or…

If you go to people to share a problem without sharing an idea as to how the problem might be solved, you're just complaining. Even if you don't mean to be negative, you are. And the more you talk about the problem without also talking about what…

Have you ever been faced with a problem and, in an attempt to solve it, shared ideas only to have your ideas shot down by everyone in the room? Have you ever left a meeting where nothing was decided because every idea presented was immediately…

One of the keys to prospecting effectively is having a differentiated, compelling idea. You get in because you have some way that you can help your prospective client with some new or better outcome. It’s your ideas that make you worth meeting…

We have now left the linear world

Those of us who write and speak about selling today are often guilty of communicating as if each idea is a universal truth. Most of what we write our broad generalizations. This is what makes them useful. You can understand the idea and use it…