I read a post about influencing and accelerating our customers' buying … [Read more...]
Author: David Brock
Compressing Our Customer's Buying Process
Focusing On The "Mobilizer" Is Not Enough! Posted on April, 2019
We know in complex B2B buying decisions, there are over 10 people involved in … [Read more...]
Are You Selling What You Can Sell Or Selling What You Need To Sell? Posted on April, 2019
Most sales people I meet are genuinely busy. They are trying to meet new … [Read more...]
"The Customer Is Incompetent!" Posted on April, 2019
In the past week, I've participated in two reviews where the sales person has … [Read more...]
Send In The "Bots" Posted on April, 2019
AI, "Bots" and related technologies can do a lot to help improve our … [Read more...]
"1250 Dials, 50 Conversations, 2 Meetings....." Posted on April, 2019
I was intrigued watching a LinkedIn video from a prospecting expert. He touted … [Read more...]
My $500K SDRs Posted on April, 2019
The SDR role is a critical role for many, if not most, organizations. SDRs have … [Read more...]
What Pisses Me Off About Gartner's "Spaghetti Chart" Posted on April, 2019
My friends at Gartner published a really important chart a couple of years ago. … [Read more...]
Leadership Is Not About "Monitoring" Posted on April, 2019
Too often when I speak to sales managers, they focus on "monitoring" their sales … [Read more...]
"I won't pay more than $X!" Posted on April, 2019
We were doing a deal review. It was a big deal with a prestigious customer. … [Read more...]
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