Recently, I had separate discussions with two very good sales executives. Each … [Read more...]
Author: David Brock
Prisoners Of Our Own Experience
On C-Level Buying Posted on February, 2020
As sales people, we learn that we are to call high. We should be reaching the … [Read more...]
What Does It Mean To Be "Authentic" Posted on February, 2020
I was recently have a discussion with someone. It spanned some comments on … [Read more...]
Does Being On Commission Make You Untrustworthy? Posted on February, 2020
I read a discussion between some wickedly smart people. One person took a … [Read more...]
Trusting Yourself, Trusting Your People Posted on February, 2020
Charlie Green and I were having a conversation about "Trust." (Charlie is the … [Read more...]
Understanding Customer Pain Points Posted on February, 2020
This morning, I had a conversation with an entrepreneur. He was building the … [Read more...]
1+1+1+1=1 Posted on January, 2020
I'm a great fan of Ray Dalio's, Principles. Today, he posted one of his … [Read more...]
What About Your Customer's Customer? Posted on January, 2020
All of our customers have customers of their own, though they may not recognize … [Read more...]
"What Problem Is The Customer Trying To Solve?" Posted on January, 2020
Pause for a moment. Look at your qualified pipeline. Start at the … [Read more...]
"Form Triumphs Over Substance" Posted on January, 2020
One book I reread every year is "Excellence, Can We Be Equal And Excellent Too?" … [Read more...]
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