Deal slippage is a huge issue for all sellers, but also for buyers. Let's dive … [Read more...]
Author: David Brock
Deal Slippage
"This Is What We Do....." Posted on July, 2024
So many of our prospecting and initial conversations start with a variant of … [Read more...]
Thinking About Retention, Renewal, Expansion Differently Posted on July, 2024
It is human nature to look at things from our own points of view. But it's … [Read more...]
The Conundrum Of "Freeing Up Time," Part 2 Posted on July, 2024
Time management is always an issue, and with everyone. We leverage tools, … [Read more...]
The Conundrum Of "Freeing Up Time," Part 1 Posted on July, 2024
We, rightfully, constantly seek to free up time. Yesterday, coaching an … [Read more...]
The Erosion Of Our Expectations..... Posted on July, 2024
Long time followers know I spend a lot of time advising telcom companies around … [Read more...]
What If We Assumed Indecision/Uncertainty Is Pervasive? Posted on July, 2024
Ted McKenna blew me away in a conversation today. He posed the question, "What … [Read more...]
The Problem With Sales Math, A Thought Experiment Posted on July, 2024
The answer to every seller's dream is more volume. "If we only had more leads, … [Read more...]
The "Problem Focused" ICP Posted on July, 2024
"We" tend to be very sloppy in our definition and focus on our Ideal Customer … [Read more...]
Maybe We Have Things "Inside/Out...." Posted on June, 2024
I've been engaged in a number of diverse conversations about our GTM strategies … [Read more...]
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