We get discovery wrong in so many ways: We fail to do discovery. We jump … [Read more...]
Author: David Brock
Discovery, What's Your Customer Learning?
Building Your Personal Brand -- Again Posted on August, 2019
There's a lot of discussion about how important it is for sales people to "build … [Read more...]
Customers And Rational Behaviors Posted on August, 2019
Too often, I'm in reviews with sales people whining, "The customer is … [Read more...]
Going In Circles Posted on August, 2019
I had been working intensely doing some analysis for a client. My head was … [Read more...]
Building On Shaky Foundations Posted on August, 2019
It was an interesting conversation. I was meeting with a very thoughtful sales … [Read more...]
Customers Feel Value Posted on August, 2019
Scott Gillum and I were having one of our usual conversations, the marketing vs. … [Read more...]
The "One Thing" Posted on August, 2019
Sales people and managers struggle with achieving their goals. We have to do … [Read more...]
Partners In EXCELLENCE Blog Posted on August, 2019
Those of you who get blog updates from me in your email or news consolidator may … [Read more...]
Do Your Salespeople Really Understand Their Numbers? Posted on August, 2019
Every year, I meet with thousands of sales people and sales managers. … [Read more...]
The Lowest Form Of Sales Management Posted on August, 2019
Sadly, too many managers seem to mindlessly echo the same meaningless mantra … [Read more...]
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