I've always thought sales is more science than art. I believe selling is a set … [Read more...]
Author: David Brock
Customers Aren't Widgets
My Dad Posted on December, 2016
Please forgive a momentary departure from my commentary on the state of … [Read more...]
"Are You Happy With Your Current......." Posted on November, 2016
Why do so many prospecting calls start with the questions, "Are you happy … [Read more...]
Don't Confuse Leadership With Titles, Everyone Leads! Posted on November, 2016
Too often, we look at a person's title, CEO, EVP, SVP, C-Level something or … [Read more...]
Why Don't We Take The Time To Do Things Right? Posted on November, 2016
It's oddly ironic, we never seem to take the time to do things right. We … [Read more...]
Organizations Are Reflections Of Leaders' Priorities Posted on November, 2016
I have lots of different conversations with sales executives. They cover any … [Read more...]
Discussing The Role Of Sales Leadership In Driving Performance Posted on November, 2016
Recently, I had the privilege of speaking to Noah Goldman on the Enterprise … [Read more...]
Understanding Customer Needs Posted on November, 2016
I was listening to a "discovery call." It wasn't much different than any other … [Read more...]
Is Leadership Really About This? Posted on November, 2016
I was stunned reading an article in Fast Company: Five CEOs On The Skills It … [Read more...]
I'm Really Confused About Account Based Marketing Posted on November, 2016
Account Based Marketing/Selling---"Account Based Everything" is all the rage … [Read more...]
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