We are taught to "call high." We want to reach the top executives in an … [Read more...]
Author: David Brock
Who Is This Important To?
Pushy Vs. Pushing, A Matter Of Context Posted on November, 2024
Sellers are too Pushy! Customers always seem to move more slowly than sellers … [Read more...]
Is The Problem You Solve The Problem The Customers Have? Posted on November, 2024
Recently, I've been having a number of fascinating conversations with sellers on … [Read more...]
"Getting Out Of The Building......" Posted on October, 2024
Steve Blank has a concept he calls, "Getting out of the building." Tom Peters … [Read more...]
Tilting The Numbers In Our Favor, In Praise Of Lazy Sellers Posted on October, 2024
We have metrics for virtually anything in selling. We have endless performance … [Read more...]
"Quid Pro Quo And Caring" Posted on October, 2024
Charlie Green wrote a stunning post, "Relationships Are Everything" Some of the … [Read more...]
Surrendering To AI..... Posted on October, 2024
Every day, we see exciting new applications of AI. We all know the power of AI … [Read more...]
"The Illusion Of Service" Posted on October, 2024
I was at one of my favorite restaurants. I've become somewhat of a regular, they … [Read more...]
"We Don't Finish Enough Things......" Posted on October, 2024
Growing up, my parents constantly reminded me to finish things, "Eat everything … [Read more...]
Seek First To Understand..... Posted on October, 2024
The 7 Habits Of Highly Effective People was originally published on August 15, … [Read more...]
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