Every week, we are deluged with articles about the impact of AI on jobs and … [Read more...]
Author: David Brock
We're Asking The Wrong Question About AI And Jobs
Do We Even Need A Sales Process? Posted on March, 2026
If no one is using our sales processes, do we even need them? Are we just … [Read more...]
We've Built The Scoreboard, But Forgotten The Game. Posted on March, 2026
Somewhere along the way, we replaced the mission, our outcomes, with the metric. … [Read more...]
Are We Using the Same Map? Posted on March, 2026
Every seller has a map. It's called a sales process. It has stages, … [Read more...]
You Can Lead A Seller To Water, But You Can't Make Them Think! Posted on March, 2026
We've built something remarkable in modern sales organizations. Over the past … [Read more...]
Discovery Isn't Just For Selling Posted on February, 2026
We've spent decades drilling the importance of discovery into every sales … [Read more...]
Do I Care? Posted on February, 2026
Mitch Little read my recent post on competing to lose 80-85% of our deals and … [Read more...]
"We Are Competing To Lose 80-85% Of Our Deals!" Posted on February, 2026
Imagine a CRO presenting to the exec or investor team. This CRO is presenting … [Read more...]
Is AI Making Our People More Capable Or More Efficient? Posted on February, 2026
News about AI tools fills all my feeds and most of my conversations. New … [Read more...]
What If The Sales Process Helped Customers? Posted on February, 2026
The sales process is critical to navigating our way to winning each deal. We … [Read more...]