This question was posed in a LinkedIn survey. It was a fascinating post, … [Read more...]
Author: David Brock
How Much Time Is AI Saving You?
Confident, Decisive, And Wrong! Posted on April, 2026
Every leader I know has more information than they can handle. Dashboards, … [Read more...]
We're Asking The Wrong Question About AI And Jobs Posted on April, 2026
Every week, we are deluged with articles about the impact of AI on jobs and … [Read more...]
Do We Even Need A Sales Process? Posted on March, 2026
If no one is using our sales processes, do we even need them? Are we just … [Read more...]
We've Built The Scoreboard, But Forgotten The Game. Posted on March, 2026
Somewhere along the way, we replaced the mission, our outcomes, with the metric. … [Read more...]
Are We Using the Same Map? Posted on March, 2026
Every seller has a map. It's called a sales process. It has stages, … [Read more...]
You Can Lead A Seller To Water, But You Can't Make Them Think! Posted on March, 2026
We've built something remarkable in modern sales organizations. Over the past … [Read more...]
Discovery Isn't Just For Selling Posted on February, 2026
We've spent decades drilling the importance of discovery into every sales … [Read more...]
Do I Care? Posted on February, 2026
Mitch Little read my recent post on competing to lose 80-85% of our deals and … [Read more...]
"We Are Competing To Lose 80-85% Of Our Deals!" Posted on February, 2026
Imagine a CRO presenting to the exec or investor team. This CRO is presenting … [Read more...]
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