It's Monday morning, I've just cleared my email and social feeds. Each of us … [Read more...]
Author: David Brock
Problem Or Product Focused Selling?
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...]
What We Miss About Value Posted on January, 2024
The majority of sellers don't understand value. As a result, the only thing … [Read more...]
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