One of my favorite authors/thinkers is John Gardner. About 35 years ago, a … [Read more...]
Author: David Brock
Letting Form Triumph Over Substance
Stupid Works In Sales Posted on December, 2018
I've been writing a number of pieces looking at the future of the sales … [Read more...]
Why I'm So Optimistic About The Future Of Selling Posted on December, 2018
About 3-4 years ago, I was participating in a discussion, at the time hosted by … [Read more...]
Sales, You Have To Do The Whole Job, All The Time! Posted on December, 2018
We--or rather my wife--had an incident the other day. We have a housekeeper … [Read more...]
The Sales Conversation Of The Future Posted on December, 2018
AI/ML are, apparently, the future of selling. As I reflect on the brave new … [Read more...]
Critical Skills For Sales Leaders Posted on December, 2018
I've written a lot about the need for new skills for sales people, the … [Read more...]
Outcome Based Buying Posted on December, 2018
Regardless how we sell, our customers are trying to achieve one thing when they … [Read more...]
Is Technology Hurting Or Helping Our Ability To Sell And Drive Revenue? Posted on December, 2018
I was invited to participate in a roundtable on the topic, "Is technology … [Read more...]
What Do Icebergs Have To Do With Selling? Posted on December, 2018
Yeah, I know it's a tired analogy, but icebergs are still useful in thinking … [Read more...]
What If Every Electronic Outreach Cost $.50? Posted on December, 2018
In the "old days," (about 20-30 years ago), my VP's of marketing used to come … [Read more...]
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