April 07, 2021
You can’t get your deal across the finish line without understanding every aspect of their timeline.
March 24, 2021
Jazz musicians are the best at improvising: reacting on the fly to new inputs and creating a great result.
March 10, 2021
This month’s latest is all about impact (the “I” in our DRIVE information-gathering framework).
February 24, 2021
This month’s latest is all about resources (the “R” in our DRIVE information-gathering framework).
February 03, 2021
As Yogi Berra knew, there are a lot of different ways to talk about resources–and timing is everything.
January 27, 2021
This month’s latest is all about drive (the “D” in our DRIVE information-gathering framework).
January 13, 2021
Too many choices, not enough choices–customers are like Goldilocks. They want a set of choices that feels just right.
December 30, 2020
When to hold ’em, when to fold ’em, and adopting the mindset of a victor every time you sit down at the table.
December 16, 2020
This month’s latest is about putting the lid on a very long year, and looking ahead to a new one.
December 02, 2020
“One, two, a-one, two, three, four…” as Billy Joel says, “You can’t go the distance / With too much resistance.” Let’s talk about how to build trust—and how to keep it.