I was reading an interesting article today. It concerned a group of early stage … [Read more...]
Author: David Brock
What's Old Is New........
Data, Data, Everywhere....... Posted on March, 2023
In Samuel Coleridge's The Rime Of The Ancient Mariner, there's a famous line, … [Read more...]
Will AI Replace Sellers? Posted on March, 2023
Looking through my feeds, today, it seems people are fixated on ChatGPT and … [Read more...]
Sales People Need To Be Subject Matter Experts! Posted on March, 2023
I don't think anyone would disagree with the statement, "Sales people need to be … [Read more...]
Understanding The Problem Posted on March, 2023
We get the Discovery process wrong--period, full stop. Most of the time we … [Read more...]
Leveraging Deal Size And Sales Cycle Posted on March, 2023
I've been writing a series looking, ultimately, at pipeline management. I've … [Read more...]
Coaching Is A Language! Posted on March, 2023
I wish I were smart enough to be the originator of this term, "Coaching is a … [Read more...]
Normal Distributions Aren't Really Normal..... Posted on March, 2023
Consultants, like me, market researchers, and technology vendors love normal … [Read more...]
They Got It Right, AI Is Artificial! Posted on March, 2023
Yeah, yeah, I'm on my soapbox again, talking about AI. Lest, anyone think I'm … [Read more...]
Knowing The Answers Isn't Enough Posted on February, 2023
As sellers a large part of our job is providing answers. Our customers want to … [Read more...]