When deals stall it's a sign that something has to change! All of us have … [Read more...]
Author: David Brock
When Deals Stall......
Reflecting On "Founder Mode" Posted on November, 2024
Since Paul Graham's fascinating article on Founder Mode, I've been … [Read more...]
RevOps Can And Must Do Better! Posted on November, 2024
It's "strategic planning season" for many companies. I sit in countless … [Read more...]
The "Things We Don't Want To Do" Posted on November, 2024
Regardless our role, there are certain aspects of our jobs we don't like. They … [Read more...]
Who Is This Important To? Posted on November, 2024
We are taught to "call high." We want to reach the top executives in an … [Read more...]
Pushy Vs. Pushing, A Matter Of Context Posted on November, 2024
Sellers are too Pushy! Customers always seem to move more slowly than sellers … [Read more...]
Is The Problem You Solve The Problem The Customers Have? Posted on November, 2024
Recently, I've been having a number of fascinating conversations with sellers on … [Read more...]
"Getting Out Of The Building......" Posted on October, 2024
Steve Blank has a concept he calls, "Getting out of the building." Tom Peters … [Read more...]
Tilting The Numbers In Our Favor, In Praise Of Lazy Sellers Posted on October, 2024
We have metrics for virtually anything in selling. We have endless performance … [Read more...]
"Quid Pro Quo And Caring" Posted on October, 2024
Charlie Green wrote a stunning post, "Relationships Are Everything" Some of the … [Read more...]