In 2004, when I launched Imagine, I wrote an article that stimulated a lot of conversation. I would refer to the article often when helping companies design their sales strategy and approach to execution. While it’s one of my favorite articles that I’ve ever written, I haven’t really thought about it over the last seven years. Then, almost out the blue, I’ve referred to and/or shared this article at least five times over the last three weeks. As the saying goes, “what’s old is new again.” Given...
