I suppose it's human nature to be self centered, focused on those things that … [Read more...]
Author: David Brock
Selling As A Team Sport
Needs Vs Wants Posted on July, 2024
We're taught, and I have taught about the importance of "Need Identification." … [Read more...]
Cat Insurance..... Posted on July, 2024
Long time readers will know that I sometimes choose a topic that's not the "real … [Read more...]
"Relationship" Selling..... Posted on July, 2024
I was listening to a webcast recently and the "new" concept of "Relationship" … [Read more...]
"Don't Cancel" Vs. "Buy Again" Posted on July, 2024
We know retention is critical to every business strategy. Somehow, the SaaS … [Read more...]
Deal Slippage Posted on July, 2024
Deal slippage is a huge issue for all sellers, but also for buyers. Let's dive … [Read more...]
"This Is What We Do....." Posted on July, 2024
So many of our prospecting and initial conversations start with a variant of … [Read more...]
Thinking About Retention, Renewal, Expansion Differently Posted on July, 2024
It is human nature to look at things from our own points of view. But it's … [Read more...]
The Conundrum Of "Freeing Up Time," Part 2 Posted on July, 2024
Time management is always an issue, and with everyone. We leverage tools, … [Read more...]
The Conundrum Of "Freeing Up Time," Part 1 Posted on July, 2024
We, rightfully, constantly seek to free up time. Yesterday, coaching an … [Read more...]
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