As the end of the calendar year approaches, the inevitable articles and … [Read more...]
Author: David Brock
The Forecast Isn't A Number!
Setting Up Front Line Managers For Success Posted on October, 2025
Front line managers have the highest impact in driving seller performance. … [Read more...]
Behavioral Steering, Influence Or Manipulation? Posted on October, 2025
We are in the business of behavioral steering. Whether it's working with our … [Read more...]
Just Good Enough, The New Standard For Performance? Posted on October, 2025
When did, "just good enough," become the standard for performance? Too … [Read more...]
Urgency Alignment Posted on October, 2025
Recently, I was having a conversation with a group of sellers about ICPs and … [Read more...]
"I'm Wasting My Time Being 'Problem Focused!'" Posted on October, 2025
Sometimes, I sound like a broken record (Hmmm, I need to update that metaphor). … [Read more...]
The Deck Was Never The Point! Posted on October, 2025
I was struck by a LinkedIn post with the opening line: "Microsoft just made QBR … [Read more...]
How You Sell To Me Shows How You Will Sell For Me... Posted on October, 2025
As I clean out my inbox, texts, social messages, I often ask myself the … [Read more...]
The Secret To Your Competitive Advantage...... Posted on October, 2025
A colleague shared an observation from a CRO. The CRO had discovered the secret … [Read more...]
Fetishizing "AI Native" Posted on October, 2025
In certain circles there seems to be a lot of preening around the concept of "AI … [Read more...]
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