We build all sorts of models to help us understand our customers, markets, … [Read more...]
Author: David Brock
Our Models Limit Us, Dangerously
The Quiet Power Of Knowing Who You Are Posted on June, 2025
The first Saturday every month, Ned, Jack, Tom and I jump on a Zoom call. They … [Read more...]
"14% Of Our Sellers Drive 80% Of Revenue!" Posted on June, 2025
"14% of sellers drive 80% of revenue!" This, and similar data points, are … [Read more...]
If What We Sell Is Change, Why Is It So Difficult For Us? Posted on June, 2025
The job of every seller is simple. It's all about change! It can be as … [Read more...]
Embracing The "Messiness" Of Buying And Selling Posted on June, 2025
As human beings and business professionals we crave structure and order in … [Read more...]
Stop Selling Solutions, Start Framing Problems Posted on June, 2025
We have an enormous disconnect with our customers. We focus on selling a … [Read more...]
"AI Is Taking Your Job!!" Ho-Hum, Yawn..... Posted on June, 2025
Throughout my feeds I see the alarm bells, "AI is coming for your job!" We see … [Read more...]
What Happened To "Voice Of The Customer?" Posted on June, 2025
In the 80's/90's, one of the most important initiatives organizations had was … [Read more...]
Freedom Of Speech/Fear Of Speaking Posted on May, 2025
Yes, this is one of those "political" posts--at least for those who choose to … [Read more...]
Moving Beyond Customer Experience, What About "Customer Entanglement?" Posted on May, 2025
It's thought experiment time again. We have moved beyond customer satisfaction, … [Read more...]