There's a fascinating article in HBR this month, A Better Way To Link Sales And … [Read more...]
Author: David Brock
Forcing Customers To Buy The Way We Want To Sell!
Our Customers Don't Care About How We Want To Sell To Them! Posted on October, 2024
We engage in endless debates/discussions about our GTM strategies and how we … [Read more...]
Rethinking Scaling..... Posted on October, 2024
Scaling is "in fashion." Our feeds are filled with discussions about scaling, … [Read more...]
Busy Or Productive? Posted on October, 2024
Early in my career, I kept hearing senior leaders saying something to the effect … [Read more...]
The "Tell Me More" Problem Posted on October, 2024
LLMs are providing sellers the opportunity to reshape their engagement … [Read more...]
Why Do We Find "Objections" So Objectionable? Posted on October, 2024
"Objections," more specifically, "Objection Handling" have been a fundamental … [Read more...]
AI Will Not Be The Differentiator....... Posted on October, 2024
As with any new technology, we rush to leverage it, thinking the fact that we … [Read more...]
"This Is Just The Way Things Are......." Posted on October, 2024
I have to confess huge frustration with too many of the conversations I see in … [Read more...]
More Meetings Or Better Meetings? Posted on October, 2024
O Meetings are critical to achieving our performance goals! It is through … [Read more...]
AI, Freeing Up Selling Time....... Posted on October, 2024
Everyday, we see new ways that AI helps us accomplish more in less … [Read more...]
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