My friend, Matt Heinz, posted a fascinating article which reminded me of some … [Read more...]
Author: David Brock
The Growth Opportunities Are Stunning, Why Aren't We Capturing Them?
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...]
AI, Salespeople, And The "Last Mile Problem" Posted on January, 2024
AI offers tremendous promise to help sellers become much more efficient. A lot … [Read more...]
Finding The Time..... Posted on January, 2024
Time management has always been an important concept. I can remember reading … [Read more...]
Why Is Customer Acumen So Important? Posted on January, 2024
Sometimes, I feel like a broken record talking about Customer and Business … [Read more...]
The Seduction Of "React/Respond....." Posted on January, 2024
We live in worlds of constant interruption. Each morning, our inboxes and feeds … [Read more...]
Letting Our Customers Ask Us The Wrong Questions! Posted on January, 2024
It's SKO season, yesterday I was leading a discussion with a great sales team. … [Read more...]
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