I was struck by a LinkedIn post with the opening line: “Microsoft just made QBR prep obsolete. And CSMs everywhere should be celebrating.” The rest of the article talked about how Microsoft has integrated AI into it’s products, eliminating all the work needed to prepare the charts for a QBR. And there is post after […] The post The Deck Was Never The Point! appeared first on Partners in EXCELLENCE.| Partners in EXCELLENCE
A colleague shared an observation from a CRO. The CRO had discovered the secret to his team’s competitive advantage. Drum roll…….. The secret to your competitive advantage has nothing to do with your products, your pricing, even your company and it’s reputation. The secret to your competitive advantage is “Mediocrity!” Not yours, but your competitors! […]| Partners in EXCELLENCE
In certain circles there seems to be a lot of preening around the concept of “AI Native.” When I start asking what that means, it’s difficult to get a definition. For some, it’s start-up companies bringing products to the market that are wholly AI based. And like many startup, there is a lot of bragging […]| Partners in EXCELLENCE
Our work in selling is tough. There are details to manage, conflicts to resolve, shifts in direction. Some of the work is tedious, even unpleasant. Much of it is exhausting. When the work gets tough, our natural reaction is avoidance. At the same time, we mask that avoidance with busyness and activity. We avoid the […]| Partners in EXCELLENCE
