The New B2B Tech Buying...

B2B Tech Buying Decisions are Shifting ... because of COVID, new technologies, and your buyer's evolving mindsets ... So, the (deceptively) simple plan should be to reset the match between your mutual priorities and capabilities. Easy, right? This post is mostly about how to stop selling during your sales process. Step back and assess how these changes affect your clients and their need for you as a person and as a solution. How can YOU help? What insights can you bring from your vantage point across their industry. Your thoughtful external perspective has never been more necessary. Don't be selfish... their objections are beyond you. What do they need to understand or get past before they can focus on you? Do you really know what is on their top 10 list? Do you just need to tell your story better... or do you need a better story? RE-acknowledge your Strategic Sweet Spot - what your client needs that you deliver better than alternatives. Know your industry’s and your client&#

A solution for getting back to work! ... Cleared4Work

We Are Only Relevant Together

Business Not as Usual

Keep Calm and Carry On Faster

The Right Way for Innovation Iteration

CIO <> CMO + Ownership <> Control

The Purpose of Purpose

The Best Ad Ever... 1972

How MIT succeeds thru "Collective Action"

Re-Building Right With Blockchain


Please Sign the "Contract For The Web"

Trust... Earned

Definitions Reconsidered #27