I recently wrote an updated version of "What Is Coaching?" In it, I focused on … [Read more...]
Author: David Brock
Coaching Our Customers
What Is Coaching? Posted on January, 2025
It seems the word "Coaching" has become one of those fashionable words, … [Read more...]
Do You Know Your Customers' Personal Objectives? Posted on January, 2025
"Behind every business objective is the fulfillment of a personal … [Read more...]
AI Isn't The Selling Point! Posted on January, 2025
Recently, I was coaching a seller on a critical call he was about to make. His … [Read more...]
What Are We Trying To "Discover" In Our Discovery Process? Posted on January, 2025
A long time friend and colleague asked me to sit in a vendor meeting. He is the … [Read more...]
Stop Waiting For The Customer!! Posted on January, 2025
Most of our selling activities are driven by our customers. As much as we may … [Read more...]
The SKO Speech I'd Like To Deliver Posted on January, 2025
I do a good number of Sales Kickoff speeches I don't give many speeches to … [Read more...]
Love The Problem, Not The Solution! Posted on January, 2025
We are in enamored with, perhaps even in love with our products. We have … [Read more...]
What If Our Sellers Had More Autonomy? Posted on January, 2025
Reading a fascinating article in the NYTimes, Giving Kids Some Autonomy Has … [Read more...]
Minimum Viable Metrics Posted on December, 2024
One of the key strategies for very early stage companies, for new product … [Read more...]
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