The second habit in Stephen Covey's classic, The Seven Habit Of Highly Effective … [Read more...]
Author: David Brock
"Begin With The End In Mind...."
Achieving Our Goals Through Our Customers Posted on July, 2020
Sales people tend to be incredibly goal oriented. We are focused on hitting our … [Read more...]
"Figuring Things Out," Part Of Our Job Posted on July, 2020
It started with a pipeline review. The pipeline was anemic, despite having … [Read more...]
Helping Our Customers Face Uncertainty Posted on July, 2020
Probably the single biggest issue anyone and every organization faces today is … [Read more...]
Your Competition Isn't Who You Think It Is Posted on July, 2020
I was involved in a discussion with a team on a very large opportunity. It … [Read more...]
Solving The Communication Challenge Posted on July, 2020
"The future is virtual," seems to be the conclusion many are reaching as a … [Read more...]
It's Not The Customer's Job To Figure Out How You Help! Posted on July, 2020
I am looking for some software tools to help our team. After listening to about … [Read more...]
Prospecting Malpractice! Posted on July, 2020
There is no excuse for stupid prospecting! Sadly, too many organizations are … [Read more...]
My New Book, Complex B2B Selling Posted on July, 2020
A reader asked me, "Dave, when are you publishing a book on complex B2B selling? … [Read more...]
On Virtual Buying Posted on July, 2020
Zoom, Teams, Webex seem to rule our professional and even our private lives. We … [Read more...]
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