"We" tend to be very sloppy in our definition and focus on our Ideal Customer … [Read more...]
Author: David Brock
The "Problem Focused" ICP
Maybe We Have Things "Inside/Out...." Posted on June, 2024
I've been engaged in a number of diverse conversations about our GTM strategies … [Read more...]
How Manufacturing Works, Applying It To Selling Posted on June, 2024
For some reason, there's a huge attraction to applying "manufacturing … [Read more...]
"Something's Happening Here, What It Is Ain't Exactly Clear..." Posted on June, 2024
I've been in various businesses in a variety of jobs for close to 4 decades. I'm … [Read more...]
Selling Math, Can We Do Better? Posted on June, 2024
We focus on scaling and growth. We revel in incredible growth rates, doing … [Read more...]
Are Methodologies Even Relevant Anymore? Posted on June, 2024
I read a fascinating discussion about the relevance/utility of sales … [Read more...]
Sometimes, You Don't Know What You Are Looking For Until You Find It.... Posted on June, 2024
We are driven to get answers. We know what we are looking for. With our … [Read more...]
Do You "Practice What You Preach(Sell)?" Posted on June, 2024
Years ago, in CRO or CEO roles, I was involved in buying tools, training, … [Read more...]
Freeing Up Time Posted on June, 2024
The hot area of focus for many of the new AI based tools is how it frees up … [Read more...]
Relationship Selling Posted on June, 2024
Relationships are important in selling, in business, and life. But what does … [Read more...]
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