You are probably shocked. "Dave doesn't write about this stuff, he usually … [Read more...]
Author: David Brock
The Power Of Role Plays
"One Size Fits All....." Posted on February, 2021
Each of our customers' strategies, goals, priorities, culture, and values are … [Read more...]
Buying/Selling Vs Buyer/Seller Posted on February, 2021
Recently, I've been trying to shift my own thinking and vocabulary about buying … [Read more...]
Making Sense Of Sensemaking Posted on February, 2021
I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for … [Read more...]
Rethinking Sales Enablement Posted on February, 2021
Billions are invested in sales enablement programs, worldwide. We have tools, … [Read more...]
Being Helpful To Customers Posted on February, 2021
Increasingly, we are learning the key to our success, as sales people, is to be … [Read more...]
Can You Actually Convince Your Customers? Posted on February, 2021
There are a lot of sales people focused on convincing their customers. Somehow … [Read more...]
Selling Is A Human Process, Part 2 Posted on January, 2021
A few days ago, I wrote, Selling Is A Human Process. It generated a lot of … [Read more...]
Meeting Complexity With Complexity Posted on January, 2021
We are surrounded by complexity--in our business, in our communities, in our … [Read more...]
Selling Is A Human Process Posted on January, 2021
In the past 10 years, we've done everything we can to take the "human" out of … [Read more...]
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