Nuance is important to our ability to connect with impact to our customers and … [Read more...]
Author: David Brock
Nuance, So Subtle, We Often Miss It
Whatever Happened To MBWA? Posted on November, 2017
Decades ago, Tom Peters and Bob Waterman articulated the concept of … [Read more...]
It's Not About What Or How We Sell..... Posted on October, 2017
How we define a problem inevitably constrains our solutions to the problem. … [Read more...]
How Are You Different? Posted on October, 2017
I'm constantly amazed at the "sameness" of the majority of the prospecting I … [Read more...]
We Claim To Be Data Driven, Yet We Ignore The Data Posted on October, 2017
Recently, I heard someone say, "We claim to be data driven, yet we ignore the … [Read more...]
Dumbing Down The Sales Organization Posted on October, 2017
Over the past several months, I've been on a bit of a rampage on sales and … [Read more...]
Is Social Selling Missing The Digital Revolution? Posted on October, 2017
Step back a little more than a century as electricity was being commercialized. … [Read more...]
Managers, Your People Are Your Customers! Posted on October, 2017
Some of you may be reading this title, having the reaction, "They work for me, … [Read more...]
Guiding Our Customers On The Wrong Buying Journey Posted on October, 2017
I have to start this post with a story. I'm an obsessed reader. At least once … [Read more...]
When The Manager Is The Problem Performer Posted on October, 2017
Every organization has challenges with problem performers. However, too few … [Read more...]
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