Not long ago, I was speaking to a group of executives. Someone asked, “What is … [Read more...]
Author: Dave Brock
The One Thing That Matters Most
Why I Advised A Seller To Recommend Her Competitor Posted on December, 2025
Yesterday, I had a fascinating conversation with an outstanding salesperson. She … [Read more...]
Saving Time Is The Wrong Goal For AI Posted on December, 2025
Virtually all the “hot tips, prompt cheats,” and other insights into AI focus on … [Read more...]
Why We Settle (And How To Stop) Posted on November, 2025
You want to pursue excellence. You know you should. You've read the books, … [Read more...]
Situational Awareness..... Posted on April, 2023
The other evening, I just wanted to relax, do something mind numbing. I went to … [Read more...]
How Do We Win? Posted on April, 2023
Probably one of the most important questions to sellers, at all levels is, "How … [Read more...]
Dumbing Things Down..... Posted on April, 2023
As I look at the plethora of tools we leverage to engage customers and each … [Read more...]
Am I Ready For This Meeting? Posted on April, 2023
We spend a huge amount of time getting customers to accept a request for a … [Read more...]
Getting What We Want..... Posted on April, 2023
We want to achieve our goals---make quota, get the bonus, get the promotion, get … [Read more...]