Buyer-First: The Antidote to Product Myopia
August 10, 2026
Over the last four weeks I wrote about Product Myopia, the belief that value lives in the product rather than the future it creates. If
Tag: buyer
How Big an AI Bite Are You Asking Buyers to Take?
August 3, 2026
Pricing AI is hard. Selling AI is hard. Marketing AI is hard. Most companies blame the technology. The real issue is how much change they
Product Myopia: The Antidote
July 27, 2026
This is the fourth and final post in a series on Product Myopia. If you missed the first three, I introduced the disease, showed you
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
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
You can listen to the full audio version of this blog we call — Buyer Insight. A friend of mine bought a new mattress because her
Stop Measuring WTP. Start Shaping It.
June 8, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Most pricing experts want to know what buyers are willing
The Business Case Nobody Built
June 1, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. You beat out all the competitors. The buying committee agrees
You Didn’t Lose the Deal. You Lost the Commitment.
May 25, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Last week I introduced the Notice, Decide, Commit framework. The
