I've not been following my normal cadence of blog posts the past couple of … [Read more...]
Author: David Brock
Expecting Our People To Think For Themselves
Predictable Buying Posted on November, 2019
We spend lots of time and money trying to create predictable revenue, increasing … [Read more...]
"It's Like Cheating On Your Homework, You Might Just Learn Something" Posted on October, 2019
A client/friend and I had just completed a number of reviews with his team. As … [Read more...]
Sales Is All About Relationships Posted on October, 2019
Sales IS about relationships. This truism is often parroted, but too often, has … [Read more...]
Getting Things Done Posted on October, 2019
It seems our days are consumed with meetings. We have meetings to develop win … [Read more...]
Great Selling Is Not Something We Do To Customers Posted on October, 2019
As usual, I got embroiled in a LinkedIn conversation on selling. What sucked me … [Read more...]
When Is An Interruption Not An Interruption? Posted on October, 2019
Recently, I had an interesting email exchange with someone who clearly had bad … [Read more...]
Pipeline Quality And Integrity Posted on October, 2019
I must have done thousands of pipeline reviews over my career. Somewhat … [Read more...]
Why Do 95% Of Customers Buy The Last Day Of The Quarter? Posted on October, 2019
If I'm to believe the pipelines I spend lots of time reviewing, there is an odd … [Read more...]
Deal Strategies, Helping The Customer Buy Posted on October, 2019
Recently I wrote, "What If We Kept The Target Close Date Sacred?" It focused on … [Read more...]
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