When we engage our customers in discussing opportunities, we know it's critical … [Read more...]
Author: David Brock
Does Your Customer Understand Their "Why?"
"Let's Partner!" Posted on September, 2020
"Let's partner," or many variations on the theme appear in a large number of the … [Read more...]
Don't Get Distracted By What You Sell! Posted on September, 2020
I was having a conversation with a very good sales person. We were speaking … [Read more...]
What 95% Of Meetings Miss Posted on September, 2020
I spend much of my time in meetings with clients and their customers. Since the … [Read more...]
Thinking About Diversity And Inclusion Posted on September, 2020
Recently, the NY Times had a fascinating article: "Faces Of Power, 80% Are … [Read more...]
"Manage And Coach By Results....." Posted on September, 2020
I read an article about how to be a successful sales manager. One of the pieces … [Read more...]
The Five "Why's" Posted on September, 2020
The "5 Why's" is a tool developed decades ago, attributed to Sakichi Toyoda in … [Read more...]
Getting Rid Of The "Value Proposition" Posted on September, 2020
I found myself talking about a "Value Proposition." It caused me to pause, … [Read more...]
Stop Talking! Posted on September, 2020
So much of our training and our engagement strategies involve our talking. … [Read more...]
Reflections On 9/11 In 2020 Posted on September, 2020
Pardon me from diverting from my normal writing on sales, leadership and … [Read more...]
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