Anyone entering into selling immediately sees the obsession we have with … [Read more...]
Author: David Brock
"It's Not A Numbers Game, It's A Human Game!"
"If You Can't Do It Yourself......" Posted on January, 2025
"If you can't do it yourself, you probably shouldn't be using AI!" This was a … [Read more...]
Doing Our People's Jobs...... Posted on January, 2025
One of the biggest mistakes I see too many managers make, is they dive in and … [Read more...]
Coaching Our Customers Posted on January, 2025
I recently wrote an updated version of "What Is Coaching?" In it, I focused on … [Read more...]
What Is Coaching? Posted on January, 2025
It seems the word "Coaching" has become one of those fashionable words, … [Read more...]
Do You Know Your Customers' Personal Objectives? Posted on January, 2025
"Behind every business objective is the fulfillment of a personal … [Read more...]
AI Isn't The Selling Point! Posted on January, 2025
Recently, I was coaching a seller on a critical call he was about to make. His … [Read more...]
What Are We Trying To "Discover" In Our Discovery Process? Posted on January, 2025
A long time friend and colleague asked me to sit in a vendor meeting. He is the … [Read more...]
Stop Waiting For The Customer!! Posted on January, 2025
Most of our selling activities are driven by our customers. As much as we may … [Read more...]
The SKO Speech I'd Like To Deliver Posted on January, 2025
I do a good number of Sales Kickoff speechesĀ I don't give many speeches to … [Read more...]
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