My flight home from San Jose last week was bookended by two young Irish ladies to whom I am grateful. Today they make me proud to be Irish and hopeful for our future. I’ve never seen a greater example of democracy at work and the youth of Ireland taking their future into their own hands.…
I’m a bit of a geek / nerd / techy. I love technology. However, I worry about where we are today and where technology is headed. I worry about the over-reliance on technology to do our thinking for us and I worry about the deceit and betrayal of trust we see what happens when an…
I want to tell you a story about how investing time to learn about the person behind the buyer helped me in a very large sale. It was April 2015 and I participated in a Deal Review – at Altify, we call it an Opportunity Test and Improve – for a multi-million dollar deal with…
There is an old adage that says: ‘Companies don’t buy, people buy.’ The message is that, in order to get a company to buy something from you, you have to get the people in the company to buy. Of course, this is true, but I don’t subscribe to the notion that the two are disconnected.…
In order to improve your relationship with the customer, you first have to understand where you’re starting from – in the context of the customer’s decision cycle. Typically, when a customer is making an investment, they are doing so in response to a problem they need to solve, or an opportunity that they can see.…
