I'm constantly amazed conversations I have with otherwise smart people. … [Read more...]
Author: David Brock
Doing What We've Always Done, When Everything Else Has Changed
Transactional Versus Complex Selling Posted on January, 2019
We glibly toss around phrases like "We have a transactional selling process," … [Read more...]
Why Are You Calling Now? Posted on January, 2019
This morning, I'm doing work in a rare day in the office. A sales person calls. … [Read more...]
Just Because We're In Your ICP Doesn't Mean I Have A Need To Buy! Posted on January, 2019
I wrote about how badly too many sales people conduct discovery with their … [Read more...]
Are You Guilty Of Conducting "Non-Discovery?" Posted on January, 2019
We all know the importance of conducting discovery calls. In principle, a … [Read more...]
There Are No Secrets In Selling! Posted on January, 2019
I am flattered that Brandon Bornancin wants to interview me for his upcoming … [Read more...]
When Non-Salespeople Sell Posted on January, 2019
Saturday morning, I was waiting for my appointment to get my haircut. Regina … [Read more...]
Are You Selling Your Experience Or Your Value?* Posted on January, 2019
Too often, we confuse our experience with creating value. While they are … [Read more...]
Building Your Support System Posted on January, 2019
This is one of those topics I never thought I would have to write about. It's a … [Read more...]
Starting With A Blank Sheet Of Paper Posted on January, 2019
I'd like to go through a thought experiment. You can play along, take out a … [Read more...]
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