Product Myopia: The Symptoms You’ve Been Misdiagnosing
July 20, 2026
Over the last two weeks I introduced Product Myopia, the belief that value lives in the product rather than the future it creates, and showed
Tag: buyer
Product Myopia: Where It Hides in Your Company
July 13, 2026
Last week I introduced Product Myopia, the belief that value lives in the product rather than the future it creates. I ended with an assignment:
Product Myopia: The Disease You Don’t Know You Have
July 6, 2026
Your deals are stalling. Your roadmap keeps growing, but your differentiation keeps shrinking. Your marketing reaches the right people but not enough converts to pipeline.
Hidden Problems, Hidden Value
June 22, 2026
A friend of mine bought a new mattress because her old one was uncomfortable and she wasn’t sleeping well. That was the problem she recognized.
Stop Measuring WTP. Start Shaping It.
June 8, 2026
Most pricing experts want to know what buyers are willing to pay. So they measure it. Van Westendorp asks buyers directly about price thresholds. Gabor-Granger
The Business Case Nobody Built
June 1, 2026
You beat out all the competitors. The buying committee agrees your solution is the best one. The deal feels done. Then the weeks start passing
You Didn’t Lose the Deal. You Lost the Commitment.
May 25, 2026
Last week I introduced the Notice, Decide, Commit framework. The gap between Decide and Commit is where deals die. This week I want to talk
The Information Trap Is Killing Your Deals
May 4, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. When a deal goes quiet and nobody knows why, the
Being Chosen Isn’t Winning
April 27, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Something strange happens in buying decisions that almost nobody talks
I Was Wrong About Will I
April 20, 2026
I’ve been teaching the Will I / Which One framework for over a decade. It shows up in my books, my podcast, my training. Thousands
