It was a rainy Monday afternoon, and I was coaching a senior sales leader from Asia. “I am preparing for my QBR” (Quarterly Business Review), he said. I asked him, “what insights are you planning to bring to this QBR”? He answered, “I have a series of internal prep meetings and internal sync meetings that would help me glean some insights”. This was a coaching moment – the leader has a belief that insights are generated from internal meetings, while it is obvious that the best insights are those that come from customer insights and foresights and competition insights and foresights, while also peppering them with market and industry insights. What powerful question would you ask to reframe their perspective from seeking inwards to exploring outwards?

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