Theoretically, we have solutions to our customers' problems. Unfortunately, we … [Read more...]
Author: David Brock
"Solve For" Vs. "Solve With," The Real Role Of A Seller
Adapting To Today's Realities, A Ruthless Pragmatist's Guide Posted on June, 2025
For the past several weeks, I've been writing some fairly esoteric/philosophical … [Read more...]
Would Your Customers Notice? Posted on June, 2025
All our customers are critical to our success. We strive to retain, renew, grow, … [Read more...]
The Value IS The FRICTION! Posted on June, 2025
We are obsessed with eliminating the friction! We want to create frictionless … [Read more...]
Mechanics Over Meaning Posted on June, 2025
For over a decade, too much of the focus in selling has been on the mechanics of … [Read more...]
What Is Coaching? Posted on June, 2025
We know coaching is important--sadly we invest too little time in high impact … [Read more...]
Prompts Won't Save You! The Thinking Underlying The Prompt Will.... Posted on June, 2025
AI is embedded into virtually everything I do, every day. Two windows are always … [Read more...]
Our Models Limit Us, Dangerously Posted on June, 2025
We build all sorts of models to help us understand our customers, markets, … [Read more...]
The Quiet Power Of Knowing Who You Are Posted on June, 2025
The first Saturday every month, Ned, Jack, Tom and I jump on a Zoom call. They … [Read more...]
"14% Of Our Sellers Drive 80% Of Revenue!" Posted on June, 2025
"14% of sellers drive 80% of revenue!" This, and similar data points, are … [Read more...]
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