I started my career selling mainframe computers for IBM. When I joined IBM, … [Read more...]
Author: David Brock
What If.....
Stacking The Deck! Posted on January, 2012
I've got a terrible confession to make. I cheat. I don't want to play fair and … [Read more...]
Average Is Over Posted on January, 2012
I read a fascinating Op Ed piece by Tom Friedman in the New York Times, Average … [Read more...]
It's All In Your Head! Posted on January, 2012
Sales people are notoriously bad at writing things down and documenting things. … [Read more...]
A Different Take On Challenging Conversations Posted on January, 2012
I've been writing a lot about changing the conversation, about challenging our … [Read more...]
What If We're Not Important? Part 2 Posted on January, 2012
As I mentioned in the previous, What If We're Not Important post, it's always … [Read more...]
What If We're Not Important? Posted on January, 2012
It's difficult to imagine what we sell might be unimportant. It's important to … [Read more...]
Performance Management Friday -- Abandoned Deals Posted on January, 2012
Last week, I talked about the importance of Win Loss Analysis. No one … [Read more...]
What Happens When The Customer Doesn't Raise His Hand? Posted on January, 2012
There has been an important revolution in marketing thinking over the past … [Read more...]
On SOPA And PIPA Posted on January, 2012
I'm taking a bit of a departure from some of the "rules" I have established for … [Read more...]
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