Think of this post more as a thought experiment or even a wild ass … [Read more...]
Author: David Brock
What Do Uber Drivers And SDRs Have In Common?
The Sales Conversation Posted on July, 2019
In some recent projects, I've had the opportunity to analyze sales … [Read more...]
If We Fixed Sales Execution, Would We Fix Sales? Posted on July, 2019
Let's try a thought experiment. You will see some of the assumptions are very … [Read more...]
Knowing "How To Win," Makes You A Better Prospector! Posted on July, 2019
Social media channels are dominated by top of the pipeline/funnel thinking. The … [Read more...]
"You're A Pain In The Ass! Thank You" Posted on July, 2019
We should all be fortunate enough to have a few people that are "pain's in the … [Read more...]
The Sales Person As "Contextualizer" Posted on July, 2019
Context is everything! Each of our customers is different, each company has … [Read more...]
How Do You Win? Posted on July, 2019
My good friend, Andy Paul, and I were talking about the state of selling today. … [Read more...]
"I Think There's An Opportunity To Work Together..." Posted on July, 2019
The LinkedIn invitation started with: "Dave, I think there is an opportunity … [Read more...]
Our Customers Are Voting With Their Time Posted on July, 2019
Several years ago, Gartner research on how customers allocate their time in the … [Read more...]
Are You The Salesperson Creating Value For Your Customer? Posted on July, 2019
I was talking to a team of sales people about engaging their customers with … [Read more...]
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