John Dougan posted something interesting on LinkedIn (There is so little … [Read more...]
Author: David Brock
When Verbs Turn To Nouns
Close But No Cigar..... Posted on June, 2025
According to ChatGPT, the term, "Close but no cigar," originated in the … [Read more...]
Discovery, A Product Pitch In Disguise! Posted on June, 2025
Great discovery is foundational to understanding our customers and their needs. … [Read more...]
How Customer Centricity Gets Lost In Our Metrics Posted on June, 2025
As revenue operators, our job is to find and close customers. Whether it's net … [Read more...]
"Time To Customer Acumen....." Posted on June, 2025
Preface: This is long and very nerdy. But I think it's important to share the … [Read more...]
"Solve For" Vs. "Solve With," The Real Role Of A Seller Posted on June, 2025
Theoretically, we have solutions to our customers' problems. Unfortunately, we … [Read more...]
Adapting To Today's Realities, A Ruthless Pragmatist's Guide Posted on June, 2025
For the past several weeks, I've been writing some fairly esoteric/philosophical … [Read more...]
Would Your Customers Notice? Posted on June, 2025
All our customers are critical to our success. We strive to retain, renew, grow, … [Read more...]
The Value IS The FRICTION! Posted on June, 2025
We are obsessed with eliminating the friction! We want to create frictionless … [Read more...]
Mechanics Over Meaning Posted on June, 2025
For over a decade, too much of the focus in selling has been on the mechanics of … [Read more...]
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