It's SKO time of the year. In the meetings, I've been doing an informal survey … [Read more...]
Author: David Brock
How Much Time Are You Spending In The Field, With Your People?
We Know The Answers, But Do We Know What They Mean? Posted on February, 2024
We have all sorts of technologies that give us the "answers." ChatGPT can … [Read more...]
Are We Leveraging AI To Its Greatest Potential? Posted on February, 2024
My feeds are filled with all sorts of stuff on Generative AI and LLMs. "All … [Read more...]
Why I Am Obsessed With Selling! Posted on February, 2024
I wrote a post, "Sellers, Are You Really Interested In Selling?" My friend, … [Read more...]
Sellers, Are You Really Interested In Selling? Posted on February, 2024
Without a doubt, selling is a really hard job. Regardless what role you hold in … [Read more...]
The Growth Opportunities Are Stunning, Why Aren't We Capturing Them? Posted on January, 2024
My friend, Matt Heinz, posted a fascinating article which reminded me of some … [Read more...]
Problem Or Product Focused Selling? Posted on January, 2024
It's Monday morning, I've just cleared my email and social feeds. Each of us … [Read more...]
Making Things Tougher Than Need Be Posted on January, 2024
Let's play a thought experiment. Imagine you are the CRO, possibly the CEO of a … [Read more...]
"You Started This Conversation, Why Can't You Hold Up Your End Of It....?" Posted on January, 2024
It was a provocative outreach. The seller identified an issue he thought was … [Read more...]
Our Job Is Helping The Customer, But All We Do Is Focus On Beating The Competition..... Posted on January, 2024
I have to start this post with an acknowledgement and a concern about … [Read more...]
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