In December, I launched my 2017/2018 Charity Water campaign. I set the goal to … [Read more...]
Author: David Brock
Making A Difference, Thinking Of Others
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...]
COUNTER Mentor Leadership--A Great Read Posted on January, 2018
I'm inundated with requests to preview and review books. Unfortunately, there … [Read more...]
"I'm Not Trying To Sell You Anything......" Posted on January, 2018
I don't know why I picked up the phone, I knew better. It was one of those … [Read more...]
The Myth Of The "Single Decisionmaker" Posted on January, 2018
How many people are involved in the customer buying decision? If you are a … [Read more...]
Buying Process Or Selling Process Or Sales Methodology Posted on January, 2018
Recently, I've seen a renewed interest or discussions on Buying Process, Selling … [Read more...]
Leveraging Your Information Advantage Posted on January, 2018
In the "good old days" of selling (if there ever were any), a lot of sales … [Read more...]
2018 Sales Management Critical Issues, Part 2 Posted on January, 2018
The first post in this short series focused on Talent Management. Without a … [Read more...]
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