Reading an "obscure article," I was reminded of an important leadership … [Read more...]
Author: David Brock
Bench Strength!
Conversations...... Posted on July, 2024
Let's step out of our selling roles for a moment and talk about conversations. … [Read more...]
Can You Hold Up Your Side Of The Conversation? Posted on July, 2024
We have tools and technology that "equip" us for conversations with our … [Read more...]
"Did You Get My Last Email......." Posted on July, 2024
Our inboxes, social feeds, text messages, voicemail (does anyone use it … [Read more...]
On Differentiation Posted on July, 2024
Differentiation is critical in buying/selling. Differentiation gives buyers … [Read more...]
Preoccupation/Self-Absorption Posted on July, 2024
We are constantly preoccupied. We have "to-do" lists filling our heads. We … [Read more...]
A Malaise, "I Don't Care....." Posted on July, 2024
This is one of those more reflective posts. I don't know that I have solutions … [Read more...]
Where's The Customer? Posted on July, 2024
In the press of developing and executing our GTM strategies, there's a tendency … [Read more...]
Selling As A Team Sport Posted on July, 2024
I suppose it's human nature to be self centered, focused on those things that … [Read more...]
Needs Vs Wants Posted on July, 2024
We're taught, and I have taught about the importance of "Need Identification." … [Read more...]
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