So many of our prospecting and initial conversations start with a variant of … [Read more...]
Author: David Brock
"This Is What We Do....."
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...]
How Manufacturing Works, Applying It To Selling Posted on June, 2024
For some reason, there's a huge attraction to applying "manufacturing … [Read more...]
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