The digital/social landscape looks increasingly bleak. Channel after channel is … [Read more...]
Author: David Brock
Digital Wastelands
Pipeline Coverage Models Posted on February, 2018
Pipeline coverage is something every sales manager talks about, but few really … [Read more...]
Sales VP Tenure Shrunk To 19 Months Posted on January, 2018
I read a fascinating post from Chris Orlob, filled with interesting data on … [Read more...]
What's Different About Account Based Marketing/Selling? Posted on January, 2018
Account Based Marketing/Selling is all the rage today. if you haven't jumped on … [Read more...]
On Professionalism Posted on January, 2018
How would you feel if you walked into a dentist's office, and everyone in the … [Read more...]
"Active Listening" Is Not A Technique Posted on January, 2018
Catching up on my reading, I ran across an article on Active Listening. It was … [Read more...]
Making A Difference, Thinking Of Others Posted on January, 2018
In December, I launched my 2017/2018 Charity Water campaign. I set the goal to … [Read more...]
Why Would We Ever Do Anything Outside Our ICP? Posted on January, 2018
I just read a good article on ABM, ABS, ABE (Account Based Marketing, Sales, … [Read more...]
Micro Improvements, A Progress Report Posted on January, 2018
Regular readers of this blog know that I've become very interested in the … [Read more...]
Whose Job Is It To Understand The Buyers? Posted on January, 2018
George Bronten just published a fascinating post, "Your Sales Enablement Will … [Read more...]
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